Merchant Magazine - February 2006

With Rosboro Treated Glulam

As the leading producer of glulam products in the U.S., Rosboro has once again responded to customer demand and is norv offering a 24F l.8E Treated Glulam.

A Product You Know and Understand

Rosboro Treated Glulam is a 24F glulam beam made from Southern Pine and treated to resist rot and decay. Installation is easy because the beam is straight, has no top or bottom, and is manufactured to match standard framing widths.

Treated with Permapost K.8

K-8 is an industrial rvood preservative and rvater-repellent treatment containing solubized copper-8-quinolinolate, rvhich provides chemical resistance to insects, decay, mold. milderv and bacterial growths. It is a clean, non-srvelling, non-leaching. and non-corrosive treatment.

Easy and Safe to Work With

Treated Glulam not only resists rot and decay, but rvith simple precautions, it is easy to work rvith. In fact K-8 is lorv in toxicity to humans and is the only wood preservative approved by the U.S.

Food and Drug Adminisration as registered by the EPA for rreatment of rvood products that come in contact rvith foodstuffs.

Recommended Applications

Rosboro Treated Glulam is recommended for applications such as decks. porches, trellises. and balconies rvhere the member may be directly exposed to the elements but rvill not reach the equilibrium moisrure content level of l6Vc (the threshold for rvet-use). To learn more about dry vs. wet-use and specihc restricted uses. visit the Rosboro rvebsite.

Available in Common Sizes

Lengths; 48 feet

Widths: 3 | t2" and S7 t lO"

Depths: g ltZ.. tt 7ls'. t+'. 16" and l8'

Cafl Rosboro Glulam Sales Today to Learn More: l-tt&393-Z30!-

Let the Truth be Told

Setting the record straight about proper deck cAre 6 maintendnce

happens when your decking installation doesn't live up Lr customer's expectations? With the overwhelming your cuslomgr s expcctallurls l vv llll LllE uvel wlls[uurB riety of decking materials now claiming "No Maintenance", owMaintenance", or "Maintenance Free", there's a good ssibility your customer may be disappointed when mildew, ling, or stains become visible. In fact, some of these

itation materials have come under fire lately - succumbing class action lawsuits for overstated claims and implied Lnties. Despite what many consumers are led to believe, decking materials require regular care and maintenance look their best.

decking, like Western Red Cedar, often receives the of these incorrect maintenance statements - but often from compounds called "thujaplicins" that act as natural preservatives and make the wood last. In addition, unlike Iternative materials, Western Red Cedar can be sanded down and refinished to remove any gradual fading, stains, or scratches that may occur. With regular maintenance, cedar will continue to look beautiful for years to come.

better than most. Informed deck builders know Western Red Cedar's nafural resistance to deterioration comes

Tom Read from Tacoma, Washington, is one prime example of a long-lasting Westem Red Cedar deck o\Mner. The Pacific Northwest is well known for having extended seasons ofrain, yet his 10year-old deck appears to be new. "All my Cedar deck requires is a little cleaning and minor touch-ups tothe finish - and I've been more than happy wittr the results," says Read. "Investing just a small amount of time can make all the difference in how your deck will look and perform."

Knowing the issues and discussing the correct information is paramount to setting realistic expectations with your customers. The WRCLA has developed an educational program for professionals to provide an in-depth, objective understanding of ill things Cedarl including the latest information about care & maintenance. Visit: realcedar.org or call | -866-7 7 8-9096.

lOSluff{.Send address_ciang€s toThe Merchant Magazine, 4500 Campus Dr., Sre. co, Heiporit[aor, Ca"-gmoorefz. lg-Merchant Magaz ine (USPS 796-560) is published monhly at 4lilXlCamFrs Dr , Sn. OO, *rrport ge.c[ C& 9266D 1113.q-qrlLrlLr,tirliryl]1.; f:l$:*is postase paid ar Newpol

tcl4 13U-tm SUoc, tL.tlncl|clr|.|

esFefn efdatao.f6 ()bods'lds 60EaE)

TBUSI|ER Alan Oafss (aFd(@aot.com)

Pt BU$EF ffilUS Oa,id Cuder EffiOR Da,Ul(oq*l (iloenig@iltrlrEipodrb.otn)

ASSOCIATE ED|TOR |Gr€n OSaF (kdebab@U*hggodrcts.cun)

CoIfIRBUTTTEDT(nS

Dfligtrt Curan, Caft W&nd, Roy Budesql

ALSII,ESI TAGER Chrd(Cesey (ccasey@hrf, fitgf .odrds-.mrn)

ClRCtx'AnOl Hedrerl(e|y 0*teny@buldrg{rodrds.corir)

Maie Oaftos (tnfpo*@adom)

How to Advertise Cffidrffi|edbehrrt:

WESI, lOtESl, SOlfIlGAil: Ctxd( C6ey, Newporl Beadt, Ca.; {9aO) 8fl2-lm; Fax 949852-{El1 ; Email ccasey@bdthgrpoducb.om

IOFTIEAST: Paul Mummdo (NJ.);(r:P) 009 8102; Fax 732-899-2758; Email mummolo@ co{ncastn€{

How to Subscribe

Cmt*t lldrr !il {919} 85z.t$

U.S.: 1 yea (12issues), t18; 2 yen, g0; 3 yean, t40

FOREGil (Perywpeidlndvarrceh t S tun&): $5 b CanaOa and lt€xioo, $60 tr al ohercoufies;Ah rams abo aaildrls.

SIGLE OOPE): t4 + Sgfing; 8dr isse (wtten avafllde), t5 + Jittilg wrr.bulldngpmdrc-tr.com

ALAN OAKES publisher ajoakes@ aol.com

ls your only strategy to hit target?

I don't know about you, but I often shudder when the year closes and the final numbers come out. Whether in management, sales or sales management, rvhatever number you hit yesterday is rightly never enough for the next year, but often expectations become unrealistic.

I remember one year leading the company to a 60Vc increase in sales, and earning a very large bonus. But then I could not get arvay with anything less in the next year-before evin starting to eam a bonus. I knerv that so many strange things had happened in that year, it would be impossible to maintain that growth the follorving year-and so it proved-ending up with 20+Vc grorvth, rvhich rvas seen as a failure by the company orvners. and, so no bonus. The industry, horvever. probably grew at less than 107c, rvith more competitors in the field.

The problem comes rvith managers trying to achieve ridiculous targets that they do not believe in. They are then forced to cut expenses, and management and staff alike are ordered to tum in ever-better quarterly and annual numbers, leading to further negative issues, including shaky business and personal ethics. It has become increasingly difficult to find meaningful budgets. true long-term plans and. in turn. committed employees.

It is my belief that rvhen positions are consolidated or eliminated. the short-term gain of less expenses is quickly gobbled up by lost revenue due to the loss of relationships that have often taken years to develop.

So management's entire strategy becomes to hit the numbersadmirable. but that's short-term thinking. Yes, you get arvay rvith it for a while, but lacking attention to real business strategies that more often or not need capital investment that is not forthcoming. does not bode well for the future health of the company. Which is no doubt. rvhy job hopping. especially in management, is worse

than ever.

What ahvays arnives me is observing executives who have clearly fouled up their companies moving on to other highly paid jobs, doing exactly the same again with the netv company, before repeating it again rvith a third. Or, observing them walking arvay rvith a very large severance-a fine rervard for rvhat little they did and extrcmely upsetting to rhose left behind putting the fires out. Lack of morale leads to lack of focus, a miserable rvork environment, and diminishing teamwork as it becomes every man for himself.

Too many companies today are intimidating their employees by putting them on annual financial diets. The truth is the only real rvay to lose rveight is slorvly. There also comes a point rvhen enough is lost and you have to go into maintenance mode or put on a linle rveight by toning up, losing fat and gaining muscle. In my last three senior positions I never rvitnessed that stance. even rvhen the company or division had done rvell. So it comes dorvn to why bother? Or, if rve are successful, we rvill only pay for it next year. so let's not go overboard and beat our numbers by a large margin-safety first.

A good analogy I read recently said to lose rveight. you could amputate your arm and you rvould clearly lose rveight. but you rvould also find it difficult to do almost everything else. In business. that means if a market opportunity came along. you rvould not have the ability or strength to take advantage of that opportunity.

I talk to many senior managers. and I often hear the sighs of frustration and lack of motivation and conviction to do anything more than the norm. It seems to me that there is a shortage of leaders rvho are rvilling to take calculated risks. and rvho are content to do nothing more than put their companies in preservation mode. The corporate risk takers of yesteryear seem to be fast disappearing. Pity!

ProYqrds Demond Better Studs.

Ie{ifitt{trt{}

" l-ltt Rtt:ltttt'o r't t'tt ttrtrl .:ltrff i,s tlctlir'tttt'Ll lo tttttl,ittq .:ttrt tlttt/ ttll o.f ottr ltrtttltrL l.\ (tt'( l()l) tltrtrlitt'. Kct'irt Lct llttsltrtrtt,\lrll lJ' Strttr'r't'isrtr'

n{}f*ftt}lto

Consistent 0uolity

Wc rrrtclcrstitrttl thitt prtllcssitltlal lrtriltlcrs \\'ol)'t l)tlt Lrp u itll inl'crior stLtcl ltltlclttcts. Thcr ean't af lill'cl tol ltt orclcr to bc productivc ancl 1tt'ofitltltlc. sttcccssltrI trtrilcll's lttok for cottsistcnt pcrlorrttltttce arttl clLrality irl tltcir bLrilclirls tltatet'tltls. -l-hat's nhr lou cAtt e()tlrtl ttt.t Rtlslrtltrl to clclil'cr a cltralitl stud procltlct.

A Complete Product line

Rosbolo ttou has lL sttrcl tbr crctv t'csiclcrltill appliclttitlrt itt tl're s1-rccics thirt I'its lttrilclels' ttcccls. OLrr lllotlr.rct linc rtou' incluclcs thc lollou'irtg in all ctltllllitlatiotts:

r 2rJ utrcl l16

r Douglas Fir lrrtLl Hcnt Fir

r Crt'cclt and DIy

r l.cn!.tlrs o1-lJ'. ()' & l0' (All 'l'rirrs)

r WWI),-\ graclc traclctttltrk

Whutcver thc altltlicittiolt. \\c vc gol thc stttcl to tltl tltc.ltlb.

A Supplier You Con Trusl

Snlrllcrtor.tglt ttl sirc votr thc ltttcntiott \()Ll \\allt. Iltlsbtlro is lurgc cnot-tgh t() \r,lllpoft ottt' 1.rt'oclttcts rrtith a krtori lcclgeiiblc sulcs ancl trtltttttl'actttrillr tcalll lls n cll as all c\pcl'lcnecrl tralfic nlullger clccliclttccl to rtlcctirtg clcrtlltrlclitlg tlltlf ie ncctls.

Rosboro Studs

Il' r oLt r alLrc \t11)rlg paltrtct'ships u ith l tlur sLrlllllicls iittd \ our cLlst()lnct'\ are inclcccl cle nlatltlirtg bettct' stLtd lll'otluct\. irct no\\' eltll flttsbot,,.

r -888-393-2304

ili,'*ilr: li,'l.ri " iJliirilt,, i,i,'t,rrlir\\

PO tlor 10. Splirrgl'icld. OR 91+11

1 u 1. r-9slt9r-O.c()1t r i lfb (c ltls[rorr:r.cont

town service

LTO ORDER IS TOO SMALL-or

I\too difficult-for the guys at Pick's Building Materials, West Covina, Ca., which supplies wood products to homeowners, contractors, home improvement stores, and companies that need custom-cut wood to make their own products.

"If you want l0 pieces, nobody wants to help you," said co-owner Steve Thurgood. "Everyone will do 100 pieces."

"We're known as the go-to guys who can get things done on short notice," he said. "If a truck from Portland is short, we fill the order. When a company in Chicago is working on a project in San Diego, they call us."

The company is also proud of their quick-turnaround on custom orders.

"If you make a promise, you keep it," said Thurgood, "even if you have to gather your family and work until 3 a.m. to get an order out."

Customers such as Idaho Pacific Lumber, headquartered in Boise, Id., use Pick's all the time. "We're kind of a hybrid between a lumberyard and bulk shipper," said IdaPac salesman Issac Hasselblad. "Pick's does all the miscellaneous additions to our jobs that are difficult for us to do. That gives us an edge to get things to the job site much quicker."

Thurgood and his partner, Chuck Daugherty, finalized purchase of the business on April Fool's Day 2000. "Everyone said we didn't have a chance to survive," said Thurgood.

"Business was bad and retail lumberyards were closing."

Age and health problems forced

(Please turn to page 56)

CO-OWNERS Chuck Daugherty and Steve Thurgood (front) are proud to be known as the "go-to guys" who can get things done on short

notice. Behind them are their sons-Eric Daugherty, outside yard specialist, and Bryce Thurgood. sales and moulding manager,

Millwork manufacturer expands in ldaho

A MOVE move from Hayden. Id.. .(a,to a larger building in nearby Rathdrum allorved Braided Accents to increase production of its hardrvood mouldings and milhvork. open a new manufacturing division in-house. and for the first time open to the public for retail sales.

"We're very proud that our products are sold through more than 150 top-quality dealers across the U.S.." said Clint Borver. rvho has owned the company rvith his rvife, Cheryl. since 1997. Together. the trvo have some 4O years of experience in the hardwood industry and marketing.

"Norv. with what's going on in North ldaho. rve rvanted to get a foot into the local market." he said. Increasing inquiries from local contractors and other tradespeople, he said. helped prompt the move.

At 22.000 sq. ft.. the nerv location is trvice as large as the old one. Because it rvas built to house a sauce and soup manufacturing plant. the

NEW EQUIPMENT, such as Weinig's Unimat 1000, will allow Braided Accents to produce all its hardwood mouldings in-house.

OWNERS Clint & Chervl Bower (with their dogs Hoover and Curbee) havd opened Braided Accents to local customers and expanded production of hardwood mouldings. Also shown are employees (left to right)

Richard French, Robert Lodenback, Tomas Barrera, Chanell Benson, Gina Mather. Randy Emst, and Scott Randolph, Teri Valois and Jacob Smith.

building had a 2,000-amp power source for all the new equipment.

There's even space for a dedicated, 800-sq. ft. grinding room that allows the company to produce everything it sells.

"The start of a good job is in the grinding room," said Bower. "By producing all our own product, we can give better service and have better quality control."

The couple also spent $450,000 for new equipment: a six-head, 8,000 r.p.m. moulder, dentil machine, ripsaw, and a computerized template maker.

"I'm a firm believer that the finest hardwood mouldings start with the finest tools," said Bower.

Two new employees were hired to operate the new equipment. One was sent to a moulding school in North Carolina.

The new manufacturing division, named Mountain Moulding & Millwork, produces custom milling

for other companies, such as lumberyards, cabinetmakers, and furnituremakers.

Custom orders, including historical restorations, can be created inhouse using any of the domestic and imported hardwoods the company stocks.

"We can duplicate any moulding pattern known to man," said Bower, "giving customers more options and a direct and local source."

As an alternative to a traditional showroom, the company will use its own products- including mouldings and wall panels-to finish the 3,000 sq. ft. of office spaces. Although the work won't be completely finished until this summer, the space is open 8 a.m. to 3:30 p.m. weekdays for retail sales of hardwood lumber and moulding.

This year, the company will introduce a line of unaccented moulding, which Bower said can "increase sales without increasing labor costs."

To reflect the expanded product

line, the size of the annual catalog will increase, too, from 24 pages to

Also planned are several open houses, which will be targeted to select audiences such as local contractors and real estate professionals.

"l'm a firm believer

that the finest hardwood mouldings start with the finest tools."

"The last few years, we've seen lots of growth in the north Idaho area-lots of small businesses with 20 employees or less, as well as larger, more established ones," said Bower. "lt's tremendously different than eight vears ago."

AN INVESTMENT of $450,000 has filled Braided Accents' large, new location in Rathdrum, ld., with new equipment including a six-head moulder, dentil machine, ripsaw,

and computerized template maker.

Tumultuous decking market remains strong

ffEelfHY sales increases are prelldicted for the deck industry, even as what kind of decking dealers are selling continues to change.

U.S. demand for decking is expected to rise 2.8Vo annually over the next four years to reach 5.7 billion bd. ft. valued at $5.8 billion by 2O09, according to a new forecast by the Freedonia

Group.

The continued, relatively stable growth of the decking market stems from the fact that more than 85Vo of demand is generated through repair and improvement activity, which is inherently less cyclical than the new construction market. New markets will offer more mixed prospects.

The U.S. decking market has seen a shift in poduct mix in recent years. In 1994, wood decking materials accounted for 97% of volume demand, with only minimal use of alternative decking materials, such as wood-plastic composites, plastic and aluminum. Between 1994 and 2(XX, the replacement of natural wood materials with alternative materials accelerated significantly. By 20A4, alternative materials in the aggregate had acquired ll% of the 5 billion bd. ft. marker, posting double-digit gains in most markets.

Composite decking will provide the strongest growth opportunities, posting 15% annual growth through 2009 to almost 900 million bd. ft. Demand for composite decking will be fueled by its high durability and low maintenance requirements, as well as by product advances that provide a more realistic wood appearance.

Other alternative decking materials such as plastic and aluminum will also show strong growth, rising nearly I l% per year through 20O9. Demand for these materials will benefit from many of the same performance characteristics composite materials have. However, these decking materials often provide less favorable aesthetics and a much higher price than composite or wood materials, which often limits their use in the key residential market.

Despite significant competition from alternative materials. wood will remain the dominant material used to produce and repair decks in the U.S., accounting for 8l% of total decking

WOOD, the malority of it pressure treated southern pine, will continue to be the top choice for decking, despite significantly slower groMh than alternative materials.

INCBEASING innovations and end-user acceptance are fostering big gains for composite decking.

demand by 2009. Wood decking will continue to reap the rewards of its good reputation and preference among consumers, builders and contractors, as well as its aesthetic appeal.

Pressure treated wood in particular will continue to benefit from its lower price compared to other woods and alternative decking materials. However, demand for wood decking is forecast to expand only 1.07o annually through 2009, a significantly slower pace than the overall decking market.

Among decking producers, 2005 was a year of tremendous change, particularly in the composite arena.

' Consolidations. Last year, Nexwood auctioned off its assets and Pultronex discontinued E-Z Deck. Liberty Diversified Industries purchased GeoDeck from Kadant Composites. Elk Composite Building Products acquired the assets of RailWayz, Inc.

Product Improvements. Several producers introduced boards with reversible patterns, new textures, more colors, and additional accessories. CorrectDeck launched CorrectDeck CX with SafeGuard, an antimicrobial composite decking said to resist mold, mildew, stains and color fading, as well as to enhance traction.

* Entirelv New Lines. Tamko

introduced Elements decking, an extruded line to complement its EverGrain compression-molded products. Vinyl producer Royal Crown Ltd. announced plans to unveil a new line of composite decking, Harmony Select. Alcoa introduced Oasis composite deck and railing, with distribution handled through Weyerhaeuser's customer service centers.

The most active decking plaYer appeared to be Universal Forest Products, which in the span of l2 months introduced a new Latitudes line of composite products, acquired Maine Ornamental Woodworkers' deck post cap business as well as baluster and accessory producer

DecKorators, signed an exclusive distribution agreement for Crane's Eon plastic decking, and formed a separate Universal Consumer Products division to market the growing portfolio of outdoor living products.

Expect the innovations-and heated competition-to intensify through 2006. The market leader in wood-plastic composites in Europe, Tech-Wood Nederland BV of Holland, just agreed to purchase 30 acres in Greenwood county, s.c., to build a 30,000-sq. ft. manufacturing plant. Tech-Wood expects to begin production at the $150 million operation by late third quarter or early fourth quarter of this year.

fN concept. it's exceedingly simple: Iconvert logs to wood strands and then bind thJ strands together wirh adhesive under heat and pressure. The result: a multi-purpose structural panel.

It's not quite that simple, of course. Initial uses of waferboard, OSB's predecessor, included packaging, farm construction and other applications where building codes did not apply. It was clear early on, however, that if the product were to compete in regulated construction markets, significant product performance, and processing advances would be required.

Today's oriented strand board is an engineered wood product that owes its phenomenal marketplace success to the continuous research and development investments of manufacturers. their associations, and suppliers.

The first step in the OSB success story was development of a performance standard recognized by building codes. That was achieved in 1980 when the Council of American Building Officials issued an approval report for APA Performance-Rated Panels. The APA Performance Standard and Policies for Structural-Use Panels established product qualification, evaluation and ongoing quality assurance requirements, setting the stage for the tremendous growth to follow.

Since then, a number of processing advances also have occurred. and more are still under development. Following is a quick list of improve-

osB's hi-tech road to ptance

ments that have contributed or promise to contribute to the continued grorvth and success of OSB.

Strand orientation: Cross-orienting layers of strands rather than forming panels from randomly oriented flakes or strands improves panel properties and requires less rvood fiber to meet end-use performance requirements. Orienting strands also reduces panel weight compared to panels randomly oriented.

Conveyor drying: "Gentler" drying produces better products from the standpoints of both physical abuse and lower temperature. Lorver dryer temperatures minimize VOC emissions. reducing the need for costly dryer stack treatments.

Resin technology: Improved control of viscosity and reactivity of liquid phenolic resins increases performance and productivity. Research is leading to safer and more economical use of isocyanate resins. and more efficient use of phenol formaldehyde resins. Faster cure rates and moisturetolerant bonding improves throughput and increases production.

Improved resin efficiency: Electric atomizers provide better dispersion of liquid resin compared to pneumatic and hydraulic devices formerly used. The result is equivalent structural performance at lower resin application rates.

Strand production: Provided logs can be adequately tharved. tree length flakers reduce the machinery needs and processing steps required rvhen processing short blocks.

Longer strands: Longer strands improve the structural performance of

the panel and reduce the generation of fines.

lYider forming lines: Originally 4 ft. rvide. forming lines have been progressively extended to 8, 9 and norv l2 ft. rvide. reducing trim loss and permitting the economical manufacture of panels in dimensions sought by broadening foreign and domestic markets.

Sawlines: Although still uncommon, computer-controlled book sarvs (capable of cuning an 8" stack of panels simultaneously) have some advantages over conventional skinner and cross-cut iurangement of sarvlines.

Press controls: Improved control of panel thickness and density profile can be obtained through bener control of hydraulic florv rate, press closure rate. and platen positioning.

Species utilization: Greater tolerance for mixed species. including hardrvoods. helps extend the rvood fiber supply. improve mill profitability. and lower the cost of the finished product to the consumer.

Decal' and fire resistance: The addition of borates and other compounds to strands or resins is being explored as a means to improve decay resistance. reduce flame spread. and improve dimensional stability.

Edge sealing: Improved edge sealers reduce thickness srvell.

Process control: Better use of computerized feedback and controls has helped improve manufacturing efficiency.

Process control is also an underlying principle of APA's Quality Management System, developed in the late 1990s and used in most APA member OSB mills. The program is based on the recognition that every aspect ofthe manufacturing process is vital in determining the quality of finished products. It encourages manufacturers to move quality control upstream rvithin the production process. and to build corrective capabilities into the system.

The process improvements of the past 25 years have catapulted OSB beyond the expectations of most early observers and even supporters. By the end of 198 1. just a ferv months after recognition of APA's performance standard. l2 North American OSB and rvaferboard mills produced 812 million sq. ft. of product. Trventy years later. some 60 mills produce more than 20 billion sq. ft.-compelling testimony to the importance and rervards of technological innovation and continuous process improvement.

BUILDING PRODUCTS

Wi$ LP@ WeatherBest@ you get a signature look and a product that is built to last. While it is engineered to look like real wood, LP WeatherBest is also engineered to be resistant to rotting, splitting and warping. Plus, it doesn't require any sanding, sealing or staining. All of this means that your customers will enjoy your work for years to come by spending more time living on their decks rather than working on them.

Available in six natureinspired colors and multiple textures, LP WeatherBest gives your customers the style they want at a price they can afford. And, LP WeatherBest helps guarantee its decking products with a fully transferable, i0-year limited warranty. To discover the beneits of LP WeatherBest, visit us online at www.weatherbest.com or call l-888-820-0325 to learn more.

71$can llhhilil V.l.rn Pa.tlc Rdwood Ledar

Formula for success: Space x2 = Revenue x2

By Carla Waldemar

((ln you build it. they will come."

lBefore the move, Wheelwright Lumber Co., Ogden, Ut., had been operating from a two-acre location set up in 1908. Eighteen months ago, a brand-new, built-from-scratch store dominating nearly seven acres boasts the best sales in the company's 98year history.

Revenues have almost doubled since the move, along with the customer count of pros, who represent 95Vo of Wheelwright's clients. But the surprise has been that the new store, by happy accident (location, location, location), has developed a thriving retail market, too.

Four years ago, Paul Wheelwright, the fourth-generation owner, determined it was now or never: Bite the bullet and expand, or take a hit and end up in the obituaries. He'd seen the

company flirt with bankruptcy back in the early '90s when the faltering economy threatened Wheelwright's very existence.

"We were lucky to survive," says Paul, who had put a college degree on hold back then in order to fill a staffing gap when the dispatcher quit. "I came on full-time. As a kid. I'd loved seeing the trucks, the forklifts. the lumber. Even though my dad tried to point me somewhere else, from the outset I was hooked."

Together father and son pushed revenues from a lorv of around $l million up to $15 million before the move in August 2004. But Paul sarv further room for growth. The driving force promoting the brave project as his father neared retirement, Paul. made new president and owner, took the gamble and drew up plans.

"Business had grown quite a bit; we needed to expand," said his instincts. rvhich proved true. Three months into the new site. revenues reached $22 million and climbed another $5 million last year.

"l

ago back in college, when I bought lumber based on price only. As the dispatcher back then, when they couldn't use it, I got all the phone calls. I learned fast: buy the good stuff.'

A couple of inside salespeople rvere added, along with a couple of SKUs-more power tools. more hardware. a line of L&G. a nicer door display-but the biggest plus was just plain space.

"lt's more presentable." Paul says, "all nerv. Nerv builder customers tell me, 'At your other store, I didn't think you could handle our volume.' Norv. we're taking care of our pros better: separate entrance. separate counter. We've hired a fulltime estimator to do take-offs and bidding, which frees our four outside salesmen to get out on the jobs more often. They'll measure up and create the whole order for their contractors, schedule it rvith our door shop, and take care of special orders. too. We've got a large fleet of trucks and forklifts so we can get orders out more quickly. Even in summer. rvhen we're running hard. there's not more than a

NEW SEMI with tractor trailer is latest addition to yard's fleet of 14 company-owned trucks.

learned that years

four- or five-hour wait."

Just as important, he says, "We know pretty much all our customers as they come in. To build good relationships, we socialize at dinners and golf outings and take them skiing. I built my new office right next to the yard office on purpose so they can talk to me about anything-business, sports.... It's pretty informal; I count them as my friends."

Even after the growing pains are history, Paul won't lie to you. An ordeal, he calls it, "a pretty hectic couple of months. Getting approval from the city was a lot more stressful than I'd thought it could be. But I knew what I wanted, laid out the buildings and pounded in the stakes. We more than doubled our sales floor space to 12,000 sq. ft. We doubled the size of our door shop to 10,000 sq. ft.-and," he adds in mock despair, "I should have made it bigger. It's l5%o of our business."

"I also added a rail spur, which is a huge plus. Before, we had to run down to the city center. Its biggest savings are in labor, but we also save on freight charges and get a discount

for buying by the carload," he explains.

Paul, as is human nature, expected his 58-strong staff to be overjoyed by the new quarters, but, also in accord with human nature, "there was an adjustment period, on which I hadn't figured. One bookkeeper cried every day for a week. But now she wouldn't even dream of going back to the way we were. Now," he swears, "everybody's happy.

"We've always been a pro shoP, with business coming to us unsolicited, by referrals, but the tripling of retail business fueled by the new store came as a pleasant surprise. TheY found us," he says.

Both sectors seem to Prefer Wheelwright's informed service to that of the looming boxes. "They have more to spend on advertising than I do, but otherwise we are very competitive. Orgill helped us figure out a pricing structure that's very competitive. But our real niche is quality: only studs stamped 'premium', for instance. I buy all our 2xl0s and 2xl2s of select structural stock. I don't send out material that'll give the customer an opportunity to complain.

"I learned that years ago back in college," he confesses, "when I bought lumber based on price only. As the dispatcher back then, wheY they couldn't use it, I got all the phone calls. I learned fast: buy the good stuff."

Do that, and the future takes care

of itself. "Ogden City itself is pretty well built out, but West Ogden has a lot of area in which to grow. The economy's good here, and unemPloYment almost the lowest in the country."

But it's people that have welded Paul to his post. "I love interacting with customers and employees. MY accountant has to remind me that it's work, but it doesn't feel like thatl"

- A former award-winning LBM trade magazine editor, Carla Waldemar writes frequently on the lumber and building material industry. Contact her at cwaldemar@mn.rr.com.

NEW BUILDING, including timber truss-topped entrance (above), has brought Wheelwright Lumber into the 21st Centiry, while an impiessive cross-section of an 1,1O0-year-old redwood (insert, at left) is a reminder ol its past.

MILLWORKER prehangs an interior door in the 10,000-sq, ft. door shop-twice the size of the previous facility, where space constraints forced interior and exterior doors to be prehung in separate buildings.

l:rrtrtm

Toledo True Value Hardware, Toledo, Wa.., has been put up for sale after 22 years by owners Michael and Linda Kann, who will shutter the store if unable to find a buyer...

Parr Lumber, Hillsboro, Or., paid $1.2 million for 6.5 acres of the Ridgefield Commerce Center, Ridgefield, 'Wa., on which it intends to build a 25,600-sq. ft. retail and distribution building

Great Falls Ace Hardware, Great Falls, Mt., has purchased a 45,000-sq. ft. building to add a second store in town, projecting a mid-May opening

Westlake Hardware Inc.Ace Hardware's biggest dealer with 80 stores in 8 states including New Mexico-sold a controlling interest to private equity ftrm Goldner Hawn Johnson & Morrison

lnwe's Cos. opened new stores Feb. 3 in E. Tucson, Az.; NW Las Vegas, Nv., and Fountain, Co.; Jan.27 in Longview, Wa., and Jan. 26 in Lake Elsinore. Ca.

Lowe's expects to open in 2nd quarter 2006 in Santa Fe, N.M.; proposed building a store on the undeveloped portion of the old Deschutes County Fairgrounds in Bend, Or.; will build a 148,000-sq. ft. replacement store in Salt Lake City, Ut., by year's end; has started construction of a I16,000-sq. ft. store with 25,000-sq. ft. garden

Send us your news!

Have a notice of your recent expansion, promotions or other company changes published in the next issue of The Merchant Magazine. Just Fax your news to 949-852.0231 or email to kdebats @ building-products.com.

(a lree seNice)

center in Torrance, Ca., and will open its first San Bernardino, Ca., store in late2007 ...

Home Depot unveiled a new prototype store with four-lane drive-thru lumberyard Jan. l8 in Thatcher, Az. (Scott Varney, operations mgr.) other store openings include Jan. 26 in Tooele, Ut. (John Hyland, mgr.); Tulare, Ca. (Brenda Boggs, mgr.), and Salem, Or. (Clint Berry, mgr.); Jan. 12 in Liberty Lake, Wa.; Dec. 8 in SE Anchorage, Ak.; Dec. 15 in Signal Hill (Long Beach), Ca. (Nick Crooks, mgr.), and a relocation the same day in Tucson, Az.

Home Depot is eyeing a site in Dixon, Ca.; plans a new store on l5 acres in Pleastanton. Ca.: is still awaiting approval for a proposed store in Capitola, Ca., and postponed opening of a store in Bonney Lake, Wa., from midJanuary to Feb. 23 due to weather delays ...

Home Depot signed 3O-year leases to take over former Kmnrt sites in Chula Vista and El Cajon, Ca.; is ahead of schedule building a 102,000-sq. ft. store with 44,000-sq. ft. garden center in Victorville, Ca., allowing for an Apnl27 opening, and will anchor a large waterfront development planned by the Coquille Indian tribe on land in North Bend, Or., purchased from Weyerhaeuser two years ago

Kellstrom Bros., Klamath Falls. Or., has closed its paint store after more than 30 years due to big box competition

Wror:snns/ilmutrcurrrs

Chase Lumber, Aurora, Co., has been acquired by Kachi Partners through a recapitalization in conjunction with management

International Forest Products Ltd. has pennanently shuttered its

Marysville, Wa., sawmill-one of three facilities acquired l8 months ago from Crown Pacific IJd. ...

Manke Lumber Co., Tacoma, Wa., had is wood pellet manufacturing plant damaged in a Jan. 8 sawdust fire; the sawmill was unaffected...

Boise Cascade planned to revive the 7O-worker second shift at its La Grande, Or., sawmill by the end of January, following a three-month layoff due to high natural-gas prices ...

Boise Cascade's wood fiber procurement operations have been recertified to the Sustainable Forestry Initiative standard ... Boise appointel Crown Tfunber plc as its wholesale distributor of engineered wood products in the U.K. and Ireland ...

Freres lmber, Salem, Or., had a fire in a veneer dryer Dec. 15, that was quickly extinquished by firefighters

Progressive Solutions Inc., Vancouver, 8.C., will offer Microsoft Dynamics GP (formerly Microsoft Great Plains) to complement and integrate accounting & financial capabilities with its Lumber Track business software, in addition to offering it with its bisTrack business software

Anniversaries: Economy Lumber Co., Campbell, Ca., 70th ... Forest History Society,60th ... Paul's Ace Hardware, Scottsdale, Az., 50th ... Kuzman Forest Products, Hillsboro, Or., 50th Reliable Wholesale Lumben Inc., Temple City, Ca., 35th ... Western Woods, /nc., Chico, Ca., 35th Habitat for Humanity International,30th

Housing starts in Dec. (latest figures) fell 8.9% to a seasonally adjusted annual rate of 1.933 mil-

(Please turn to page 54)

California's Fine Wood Specialties Distributor

Listings are often submitted months in advance. Always verify dates and locations with sponsor before making plans rc anend.-'

I:rnlrrv

Western Building Materid Assn, - Feb. 9-ll, Young Westerners conference, Grove Hotel. Boise. Id.; (800) 956-7469.

Fresno Home Improvement Show - Feb. l0-12, Fresno Convention Center. Fresno. Ca.: (712) 336{0,10.

Home Remodeling & Decorating Show - Feb. 10-12. Los Angeles Convention Center, [.os Angeles. Ca.: (818) 557-2950.

Scottsdale Home & Garden Show - Feb. 10-12, West World. Scottsdale, Az.l (800) 765-3976.

Mountain States Lumber & Building Material Dealers Association - Feb. 13-16, leadership school. Albuquerque. N.M.; (800) 365-0919

National R.ooFrng Contractors Association - Feb. l}'16, annual expo, Mandalay Bay. Las Vegas. Nv.; (847) 299-XJ7O.

Wood Moulding & Millwork Producers Association - Feb. 14lE, winter business meeting. Kauai Marrion Resort & Beach Club, Lihue, Kauai. Hi.: (800) 550-7889.

DeckExpo - Feb. l6-lt, Memphis. Tn.: (678) 344-6283.

Window & Door Manufacturers Association - Feb. lE-22, annual meeting, Indian Wells. Ca.; (800) 223-2301.

American Architectural Manufacfurers Association - Feb. 1922, annual meeting. Indian Wells, Ca.: (847) 303-5664.

Manufactured Concrete Products Exposition - Feb. 23-25. Anaheim Convenrion Cenrer. Anaheim. Ca.l (317) 582-2421.

Oregon Logging Conference - Feb. 23-25, Lane Counry Fairgrounds and Eugene Hilton. Eugene. Or.: (541) 686-9191.

Orgill Inc. - Feb. 23-25, market. Orlando. Fl.: (901 ) 754-8850.

Mountain States Lumber & Building Material Dealers Association - Feb. 27-March l, leadership school, Casper. Wy.: (800) 365-0919.

trrsl

Frame Building Expo - March l-3, Nashville. Tn.: (80O) 5576957.

Lumber Assn. of California & Nevada - Marcb 2. 2nd Growth meeting, Holiday Inn. Buena Park, Ca.: (916) 369-7501.

Inland Empire Home & Outdoor Living Show - March 3-5, Ontario Convention Center, Onrario, Ca.: (866) 883-9665.

North American Wholesale Lumber Association - March 7. regional meeting. Portland. Or.: (800) 527-8258.

Los Angeles Hardwood Lumberman's Club - March 9. golf. Bfack Gold Golf Club. Yorba Linda, Ca.; (323) 723-9856.

Mountain States Lumber & Building Material Dealers Association - March 9-10, show. Denver. Co.; (800) 3654919.

Ace Hardware Corp. - March 9-12, spring convention, Dallas Convention Center, Dallas, Tx.; (630\ 990-762.

North American Building Material Distribution AssociationMarch ll-13, spring convention. Omni Tucson National Golf Resort & Spa. Tucson. Az.: (888) 747-7862.

Western Wood Products Association - March ll-14. annual meeting, Hyatt Regency ar Gainey Ranch. Scottsdale, Az.; (503) 224-3930.

International Home & Housewares Show - March 12-14. McCormick Place, Chicago, Il.: (847) 6924t22.

National Green Building Conference - March 12-14, Albuquerque, N.M. : (800) 368-5242.

California Forestry Association - March 15, joint legislative reception with Lumber Association of California & Nevada. Suner Club, Sacramenro, Ca.; (916) 44,1-6592.

Seattle Hoo-Hoo Club - March 15, guest event with Tacoma club, Waimea Brewing Co.. Kirkland. Wa.: (253) 796-7155.

Redwood Region Logging Conference - March f 6-lE. Fairgrounds, Ukiah, Ca.; (707) 443491.

THE MATERIALS you start with can make a real difference in the finished quality of your work. So when you're choosing fir studs, choose the best: Caffall Bros. Gold LabelrM studs. They look good, so you look good.

Gold Label studs are manufactured to the highest levels of quality and consistency. Our state-of-the-art cutting technology ensures accuracy down to 1/1000 mm. Every single 2x4 and 2x6 is machine-vision inspected to Caffall Bros. Gold Label standards before it leaves our mill. No need to cull through the pile on the job site * just grab 'em and go. Framing crews can work faster, and walls will be truer from the start.

otion news

Lumber Association of California & Nevada's Associates Council held its first meeting of the year Jan. 19, during the Hoo- Hoo Crab Feed in Eureka, Ca. Butch Gunter. BMD Inc.. is the chair for 2006 with Jeff Howard, Capital Lumber, Healdsburg, Ca., as vice chair. and Victor Vandenburg, BMD, as v.p. Bob Maurer, Swanson Group, Glendale, Or.. will serve as events cordinator.

J.D. Saunders, Economy Lumber Co., Campbell, Ca., is starting a threeyear term on the board in 2006 and will also serve as National Lumber & Building Material Dealers Association legislative representative. Also new to the board are Chuck Bohn. Reedley Lumber, Reedley, Ca., and Mark Ganahl, Ganahl Lumber Co.. Corona, Ca.

LACN's 2nd Growth holds its next meeting March 2 at the Holiday Inn in Buena Park, Ca. Speaker Seth

Dechtman rvill discuss "Time Management and Productivity: Ever Feel as Though You Don't Have Enou-eh Time?"

Steve LeFever's Profit Mastery seminar for dealers is planned for March 2l at the Ontario Airport Marriot and March 23 at the Sacramento Doubletree Hotel. He spoke on "Seven Steps to Fiscal Fitness" at the association's convention in Reno last year.

March 29 is the date of LACN's annual Sacramento legislative day. to be held at the Sheraton Grand Hotel. Sacramento. After an educational forum in the morning, members rvill visit the capitol to discuss industry concerns with elected officials.

Western Building Material Association has a full slate of classes'for March. Events begin March 7-9 in Helena, Mt., rvith classes covering an

introduction to estimating and construction methods. residential material take-off, introduction to building material sales. and forklift operator compliance.

Next. on March 2l-22. a human resource managers conference convenes in Olympia, Wa. Seminars addressing advanced customer service for orvners and managers and critical issues for sales professionals follorv on March 28-29. And. on March 30. a seminar rvill be directed at yard and operations managers.

Mountain States Lumber & Building Materials l)ealers Association has chosen the theme "Gatervay to the World" for its annual building products expo and buying shorv March 9-10 at the Denver Merchandise Mart. Denver. Co.

(Please turn to poge 551

BEvTLED PLUS'" RTnWOOO DECKING

The natural beauty of real redwood combines with the ingenuitY of Simpson design to give you Beveled Plus redwood decking*. lt is Part of the family of products in the Simpson Redwood Collection.

Beveled Plus decking is designed to shed water and debris, protecting the wood from its most common enemymoisture. This makes Beveled Plus a superior deck board.

Available in dimensions S4S EE:

2xG pulled to lengths 8' - 20'

Gall 1-8OO- 637-7077 for distributor details and product specifications.

O2006 Simpson Timber Company.

Use 0fthe SFI'" labelindicatesthat Simpson Timber Company is aparticipant in the SFI program and that ouroperationsandfacilities have been certified by anindependent auditorto be in compliance,inall material respects, with the SFI Standardand SFI labelguidelines. For moreinformationonthe SFI program, visit w.aboutsfi.org. *Patent pending.

Beveled Plus sheds watel fram the deck surface. Leave a 3tia tnch space betweendeck baards

Kerfs help make a ntjre stable deck baatu.

l,4oistute trapping debr$ dropsthraugh the gap.

sensible ronmentolist

By Dr. Patrick Moore

Dear Dr. Moore:

How much impact is urban sprawl having on our national forests?

According to the United Nations Food and Agriculture Organization (FAO), North American forests expanded by l0 million acres during the 1990s, and about two million acres over the past five years.

This is mainly the result of advances in sustainable forestry and agriculture. Over the past 50 years, we have learned how to grow more food on less land, so we're actually farming fewer acres. As a result, many lands previously cleared for agriculture have now been reforested.

That's the good news. The bad news is that urban sprawl is indeed a major problem. We've gone from a nation of farmers to one of subdivisions and two car garages, where the

closest store is driving distance.

Across the country. nerv suburbs are consuming some of our best forests and farmland. They're outgrorvin-e ex isting infrastructures. requiring (among other things) nerv roads, water treatment plants and sewage systems-and the rate of development is accelerating.

For example. a study conducted by the U.S. EPA shorved that 5.000 people left Baltimore. Md.. for the outskirts over a recent six month period. resulting in 3.000 nerv septic permits and the loss of nearly 10,000 acres of forests and farmland. Unfortunately'. this is not uncommon.

Population grorvth is the main culprit, but it's also clear that our attitudes and the rvay rve have chosen to

expand our cities are significant factors. Instead of building outward, rvhich is ener-sy intensive and creates vast amounts of pollution. rve should use rvhat rve knorv about environmentally sustainable building practices ro improve our cities and communities.

This is one of the principles behind "smart grorvth"-a philosophy supported by the EPA and many others. The idea is to plan development in a rvay that protects the environment. improves quality of life. and strengthens communities. It includes things like rvalkable neighborhoods. a mix of housin-9. commercial and retail structures. and the preservation of open spaces and forest canopy. (North America may have as much forest cover now as it did lfi) years ago. but this certainly isn't true of every community.) It also means directing development torvard existing cities.

Smart -srowth is an antidote to urban sprarvl that makes sense. For more information or to get involved. please visit www.smartgrowth.org.

- Dr. Moore hus been u leuder tf the enrir(m,rrenlul nutrentenl lor nurre than -10 tears. A <'o-rtunder uul lornter president of Greenpeu<-e. Ire fuilds u PhD in ecokryr und u 8S<' in lorest biolou. Send questiuts k, purri(.k@ sensibleenyinnunetilulisl.<'ont.

%l#

* . #'l'

F; .1 *'s ,*'$iffi -4'.',it

Liomx ,\t Sr.r'lrrsorr (inrr-r1t. u'c ltlltnt nl()re tltiut.r ntillitrn stctllings il vCilr, iiy nLrrtUrirrg rtttrl t.t'ttcii'ittg rrltt-lOt.tstS. u.c tttltiiC SLtl't: (rLlr CuSl()lt-lcls hitvc a ltttcli :ttltplv trl it'.ltllitlg, lltllllltr. slttcls rtncl plvwottcl

\&'e also ral<e ltlicle itt crecctltug tl-Lc lcclr-rir.f lllcllts ol' lhc ()i"egon l]oLesl l'riicttccs .\ct. ti'l'rtch is thc lltrst stringent slale lorestry codc in thc cttt"tntry.

\\'e'rc grrtu'ing natutc.s burldlnu tllalcrjal. ,'\nci. u-e u-i1l bt: 1or geuclalions ttl c0t1-lc.

ffiwwaxp-

l.unrbcr t j4l) Sll llll i-r-ll) Sll 1o-ll t1-11) Sl2 i2+l I'lrn'oiril: (i+l I Sll I i /i ti*1 t Sl'l l-l)+ Stttcls ti+1)8ll I l+) rl*lt 81"2 I lL)+

Strober Owner Buying Lanoga

Fidelity Investments, owner of The Strober Organization, Brooklyn, N.Y., has agreed to acquire Lanoga Corp., Redmond, Wa., the nation's third largest pro dealer, from Laird Norton.

Fidelity's business development arm, Fidelity Capital, will make the purchase through Pro-Build Holdings Inc., a new entity that will include Lanoga's 320 locations in 24 Midwestern and western states and Strober's 91 locations in 15 states in the Northeast and Southeast.

In addition to the perfect geographic fit, the two firms have both been aggressively buying other independent dealers, while often allowing the acquired yards with larger markets to maintain their identities as "regional brands." Lanoga's divisions include United Building Centers, Parker Lumber Co., Home Lumber Co., Spenard Builders Supply, Lumbermens, Dixieline Lumber, and F. E. Wheaton & Co. Strober operates Strober Building Supply, Contractor Yard, and U.S. Components.

Combined, the chains will comprise more than 420 locations with over 14,000 employees and projected

2006 revenues of nearly $5 billion. which would su{pass Stock Building Supply and 84 Lumber to create the nation's largest pro dealer.

According to Paul L. Mucci, president of Fidelity Capital and chairman of Pro-Build Holdings, "We believe the acquisition of Lanoga will create significant new opportunities for our existing building materials business as a result of increased scale. the availability of additional product lines, and the advantage of an expanded geographic reach that gives us national market coverage."

Strober c.e.o. and chairman Frederick Marino will serve as c.e.o. and vice chairman of Pro-Build. Lanoga c.e.o. Paul Hylbert, Lanoga's corporate management team, and the existing divisional presidents rvill remain with the company, rvith Hylbert taking on the added role of vice chairman of Pro-Build. The company will continue to be headquartered in Redmond.

"Lanoga is one of the best managed and fastest growing entities in its industry, but it is at a point in its growth where rve believe this sale makes sense to ensure the next phase

of its development and its continued ability to serve the professional contractor market," said Laird Norton c.e.o. Jeffery S. Vincent. "As a wellcapitalized company. Fidelity can provide Lanoga rvith expanded scale and flexibility to continue to grotv and serve its custOmers."

The transaction does not include Lanoga's real estate. rvhich will be spun out to become an ongoing business enterprise of Seattle, Wa.-based Laird Norton. Founded in 1855 and now in its seventh generation of family orvnership. Laird Norton ancestors were instrumental in founding companies such as Weyerhaeuser. Potlatch and Boise Cascade.

Lumbermens Buys Az. Chain

Lumbermens, Olympia, Wa., has agreed to acquire Arizona Building Supply, a three-unit chain in northern and rvestern Arizona.

After a brief due diligence perid, Arizona Building Supply is expected to begin operations February l3 as part of Lumbermens family of stores. Arizona Building Supply operates pro-focused lumberyards in Sedona and Fort Mohave, as well as a drywall distribution yard in Cottonwood.

What's ilew at Kelleher!

Armed with state-of-the-art , ?'qF"'''' '':":'':'' technology, Kelksher has invested in a wide array of .i:;:i rf-' - ;" neryv marketiqg tools and "". 11 ...'.:; " strategies to help our Partners ' i'.:.-succeed. Core-see what

Kellel'rer the benchmark

Global sourcing to complement out strong and trusted relationships with our domestic mills. To make sure that we always have the product you need when you need it.

Faster and mote accurate order fulfillment. With palmOne's Treo smartphones with 3G Touch Solutions we're updating and improving our order processing and fulfillment system.

Up to the minute information about the state and location of any otdet, anywhere. Each and every truck in the Kelleher fleet is equipped with a state-of-the art GPS tracking device.

Increase our brand visibility to help drive demand for out ploducts. See our new marketing tools such as a web based product catalog, online installation PDF's, collateral materials and look for our new catalog now available.

LUMBER MOULDING ENHANCEMENTS

i-bor

BORATE TR,EATED \^,OOD

Hi-borc brand treated wood is a borate treated

I product desigred for interior house haming in Ha aHi-boro treated wood resists attack !y Foqmgqan

termites and numemus hbusehold i aswell as fungal decay.

Capital Opens Stockton DC

Opened Jan. 19. a nerv distribution facility in Stockton, Ca., allows Capital Lumber. Phoenix, Az.. ro supply its customers in northern and central California and rvestern Nevada.

SrePROo brand interior fire retardant is the conslrudion indusfty's neflest and most adranced fire pmtection srsen for wo<d. Ihe unique FircPno drernisrv is a patent oeidine formulation that con-uins rn phosptnmuilbased omfoundsl

Located on six acres in the Port of Stockton. the new location stocks redrvood. Douglas fir. engineered rvood products. composite lumber. and other specialty items. Services include a daily delivery schedule. bar coding. special milling and packaging. and EDI capabilities.

Team members include sales manager Randy Roget. accounts managers Ellen Alfheim and Dave preston. yard foreman Quinn Murphy. and office manager Ann Williams.

Potlatch To Build Poplar Mill

Potlatch Forest Products Corp. is building an on-site sawmill to produce green hardrvood lumber from trees logged at its 17.000-acre poplar plantation near Boardman. Or.

rdq Jorate pressure treated lumber br ioEb, smilsr mof hsses, rders, bear

md sill pletb:

P.O. Box 75 . McMinnville, OR 97128

Phone: 503-134-5450 o FAX: 888-TSO-WOOD (888-876_9663)

CaA bdoJl and seeJust utbat Rayal Pac1frc Isdustrles

The division of Potlatch Corp.. Spokane. Wa.. rvill invest $8.1 million to construct and equip the facility. which is anticipated to begin production in December. produce roughly 30 million bd. ft. annually, and employ 55.

"The nerv sarvmill rvill allorv us to produce Forest Stewardship Council lumber products in our orvn on-site FSC-certifi ed chain-of-custody sarvmill from our FSC-certified poplar plantation." said Potlatch chairman and c.e.o. L. Pendleton Siegel. "We rvill be better able to ensure consistent high quality and service for hardwood customers."

During the last five years. poplar logs harvested at the plantation have been sold either ro orher FSC-certified mills or processed in a small. temporary facility at the Boardman site. End products include fumiture. molding and milhvork.

"There are many nerv. emerging markets for poplar hardrvood lumber products." sieget added. "With our own processing facility. rve rvill be better able to develop them."

The Boardman facility rvas initially developed rvith sequential annual plantings of poplar trees. beginning in 1993. Computerized drip inigation conserves rvater and delivers nutrients to the poplar trees. which are managed on I l-year rotations and cultured to produce clear. high-quality hardrvood for lumber.

Potlatch is a real estate investment trust rvith 14 manufacturing planrs and 1.5 million acres of timberlands in Oregon, Idaho, Arkansas and Minnesota.

ISALES MANAGER Bandy Roget is teading Capitat's newesl disrihrtion yard in Stockton, Ca. '

Get a uisitiue Dramatically inclease your company's g1pg:h

IfOW long will it take you to double the sales and prof- Ilits of your company? How about four to six months? Impossible? No, it can be done with a single acquisition, a growth strategy that many company owners don't consider but should.

Think about my 95Vo rule-95Vo or more of all companies in the U.S. are run for only one reason: to produce personal compensation for their owners. Good examples are a convenience store owned and operated by a husband and wife team or a small fabrication job shop managed by its owner. I call these "lifestyle" companies. If the earnings that accrue to the owners provide them with what they consider a comfortable lifestyle, that's all they ask.

Five percent or less, perhaps substantially less, of all companies in the U.S. are run to build value for their owners. These 5Vo, as they execute their growth plans, end up acquiring many of the other 95Vo. You can graduate from the 95Vo category and join the 5Vo of rapidly growing companies that are building value. At the same time, you can significantly increase your personal compensation from the business.

Many company owners don't understand that the operating methods for maximizing personal compensation or for building net worth are not mutually exclusive, they're only different. To maintain a lifestyle, you only need to do about the same thing every day. To build value, you need to think beyond your normal activities and consider addi-

The easiest acquisitions are done

tional facilities.

geographic expansion. and new but related markets. All can be accomplished with acquisitions.

For either a single acquisition or an ongoing acquisition program, there are only three absolutely required elements:

l. nrere mtH be sometftlng to but,

That might sound ridiculous, but if you want to move into the Memphis market and that city has only two competitors in your industry, if they borh say "no," rhere's nothing to buy. There's linle left to buy, or the prices are uneconomically high. If there are 35 candidates, as there were for a recent search I did in Atlanta, your chances of completing a purchase are excellent. You may find that consolidations have been going on for years.

The easiest acquisitions are done in a fragmented industry with a large number of relatively small participants. The exception to that rule is the purchase of a single competitor or target that you know to be available. That definitely gives you something to buy.

2.Vou musil be aHe to marnge uhat tou but,

Operating a remote facility or several subsidiaries is quite different from the management of a single location. For a successful acquisition. your company should have sufficient management depth and talent to not only assimilate the acquisition, but also assure its continued profitability as a part of your operation. In addition to people. this management requirement also relates to the financial controls and reporting systems necessary to monitor all of your operations and react to changing conditions at multiple facilities.

This does not mean, however, that all of the needed people and systems must be in place prior to an acquisition closing. I've structured acquisitions where part of the man-

in a fragmented industry with a large number of relatively small participants.

agement talent was in the acquired operation rather than the parent. I've also developed reporting and control systems as a part of the acquisition transition plan rather than having those systems already in place.

3. Yo,, must also be able to pay fol what you buy.

The price, payment terms, and subsequent cash flow of an acquisition will have an enormous impact on how your company might finance the purchase. You will, however, need resources sufficient not only to close the transaction, but also to make necessary working capital and other contributions to the acquired company's operations and future growth.

In determining how much you can afford to pay, and therefore an appropriate target size, you should carefully

Whatts uour eompany lrorth?

By H. Lee Rust

Would you like a quick estimate of the market or enterprise value of your company? With some exceptions, it's not hard to calculate. Begin with your last three year's income statements. If sales and profits have been relatively stable, compute the average over that period for your net profits before tax, your depreciation and amortization charges, and the annual interest paid on loans. If sales and profits have grown substantially over that period, just use the most recent year without an average.

Now, add the three numbers (before tax income + depreciation & amortization + interest expenses) to compute EBITDA. That's an acronym for Earnings Before Interest, Taxes, Depreciation, and Amortization, or what I call the "nominal cash flow of the business." That is the cash flow that is generated with the non-cash depreciation and amortization charges added back and independent of the amount and extent of the company's financing and tax status.

Multiply EBITDA by a factor that is usually between 3.5 and 6.5. Deciding on that factor is the hard part. If your company is in a highly competitive industry with plenty of participants and low levels of proprietary content, the multiplier would be on the low side. If your company has less competition and holds patents or has other proprietary elements that tend to reduce competition, the multiplier would be on the high side.

After deciding on a multiplier and applying it to EBITDA, then subtract all interest-bearing debts of the company. After all, in buying companies, the assumed debts are as much a part of the purchase price or enterprise value as the debt raised independently to pay the cash portion of the purchase price.

The market or enterprise value of your company should be close to the result of that calculation. Of course, to compute the true value, find a buyer and multiply the purchase price by a factor of "one."

assess your company's financial strength and your appetite for risk. Add to these a thorough evaluation of the historical financial results of the target company. Then use this information to develop pro forma statements showing the past results with adjustments made as if the target firm had been owned by you as a corporate parent during that period.

Based on these historical and pro forma financials, you can then develop projections factoring in the acquisition financing and its terms. The best acquisition will largely pay for itself from the target company's own earnings. Properly structured, this can often be done and still meet the price requirements of the seller.

In any acquisition, either a known target or one from a search in a new market area, look for these three elements. If they're all in place, your external expansion plans through acquisitions are likely to be successful.

David Hughes used acquisitions to build Hughes Supply into a wholesale distributor of construction materials with over $4.4 billion of annual sales and 500 branches in 40 states. One of my clients in Lakeland, Fl., acquired two related operations, merged with two others, and started five new ventures while building his business from $8 million in annual revenues to over $40 million in only four years.

You can generate similar rates of growth with an acquisition strategy added to your normal plans for the internal growth of your monthly sales from new customers and increased market share.

- A corporate finance consultant for over 25 years helping clients buy and sell companies, Lee Rust is author o/Let's Buy a Company: How to Accelerate Growth through Acquisitions' Ile can be reached at hleerust@earthlink.net.

BOLT wOOn TnnArmc

Treating Services Only (TSO)

WE TREAT WOOD RIGHT QUALITY PRESSURE TREATED wooD

ACQ . Chemonite (ACZA) . CA-B

Borates (SBX) . CCA . D-Blaze (FRT)

. Staining (Browntone) Custom Cutting

Rail Siding (BNSF)

Drying Services

Container Loading

Heat Treating

Ag Products, Guard Rail, Engineered Products, Large Timbers

Poles, Plywood, Lumber & Cooling Tower Material

Csxtnlr CllrnonNrA. LoclttoN

3400 Patterson Rd. (P.O. Box 890), Riverbank, Ca.95367 (800) 826-8709. Fax 20e-86e-4663

thunderboltwood@ yahoo. com

Slcnllrnllro. Ca.. Slr,ns OrncB

Bob Palacioz, SaleslMarketing Manager (9 l 6) 402-3248. bobpalacioz@sbcglobal.net

Ponu,lNn. On.. Slrns OrncB

Jeny Farley (503)936-9976 thunderboltnw@verizon.net

www.thunderized.net

Matt Elred, ex-Universal Forest Products, is a new account mgr. for Capital Lumber Co., Phoenix, Az. David Checketts, formerly with Standard Structures. is a new account mgr. in Salt Lake City, Ur.

Vicki Coffman was promoted to engineered wood products technician in Spokane Valley, Wa.

Ed Maher, formerly with Snavely Forest Products, has joined the import dept. of Buckeye Pacific, Portland. Or.

Josh Powers has joined 84 Lumber Co., Dublin, Ca., as mgr. trainee.

Doug Hudson, ex-Delta Cedar, is now working in Vancouver, Wa., for Canyon Lumber, Kelowna, B.C.

Blake Moore, ex-Weyerhaeuser, has joined Taiga Building Products, Rocklin. Ca.. in outside sales for California's Central Vallev and central coast.

Ellis Goebel, senior v.p.-business development and investor relations, has retired from Building Materials Holding Corp.. San Francisco, Ca., parent of BMC West. the chain he co-founded in 1987. Mark Kailer, v.p. and rreasurer. now oversees inventor relations, while Mike Mahre and Stan Wilson norv head business development. John Fa has been named v.p.-real estate.

Marc Mullins has been named mgr. of quality assurance for engineered rvood products at APA-The Engineered Wood Association. Tacoma, Wa. He succeeds Jack Minneci, who retired at the end of 2005 after spending a combined 38 years with APA and the American Institute of Timber Construction.

Carol Lyn Groce is the nerv advertising & marketing coordinator at Railing Dynamics Inc.

Dan Stephenson is store mgr. of the nerv Lorve's Home Improvement Center in Keizer. Or. Chris Horan is mgr. of the new Apple Valley. Ca.. location.

Steve Skinner. ex-Peppen & Rogen Group. is new to Bluelinx Inc., as senior v.p.-strategy & business development. Duane Goodwin. previously a consultant. has joined Bluel-inx as senior v.p.-supply chain.

Larry Stoddard has been appoinred senior v.p.-business development for Wolseley Group's North American division.

Dick Fitzgerald has been promoted to president of Baltimore-Md. based Fletcher Wood Solutions. a Tenon company.

Kenneth D. Kuehn has been promoted to v.p.-marketing & product management for Huttig Building Products. Inc.

Dave Paterson has been promoted to executive v.p.-building products for Georgia-Pacific Corp., Atlanta, Ga. Joining G-P from new parent Koch are Jim Hannan, executive v.p.chief administrative officer: Bill Caffey. executive v.p.-operations & compliance; Julie Brehm, senior v.p.-human resources; Tye Darland, senior v.p.-general counsel; David Park, senior v.p.-strategy & business development; Philip Ellender, senior v.p.-government & public affairs, and Mark Luetters, senior v.p.-supply & trading, fiber & energy.

Christine Stollas is the new mgr. of communications for the National Lumber & Building Material Dealers Association, Washington, D.C.

Joe Renzetti has been named president and general mgr. at Specialty Construction Brands.

Maurico Lavandero was appointed v.p.-marketing for Briggs Industries Inc.

Deborah Nellson has been appointed marketing mgr. for Hanson Roof Tile.

Robert M. Owens, president, Owens Forest Products, Duluth, Mn., has been elected chairman of the board

of governance for the Temperate Forest Foundation, Beaverton, Or. He succeeds Dr. Robert G. Lee, who will continue as an advisor.

Everit A. Sliter, Sliters', Kalispell, Mt., has been appointed chairman of the board of Glacier Bancorp, Inc.

Kevin Casey, Caseywood, Grass Valley, Ca., was named businessperson of the year by the local Chamber of Commerce.

Tiffany Thurgood Smith, formerly of Pick's Building Materials, West Covina, Ca., and daughter of Steve Thurgood, co-owner of Pick's, is the proud parent of a second son, Dylan. born Dec. 18.

Sandy Bunz, Mungus-Fungus Forest Products, Climax, Nv., has returned to the office following a trip to Hawaii, according to co-owners Hugh Mungus and Freddy Fungus.

Beacon Buys Pacific Supply

C&S Roofing Materials, Orange, Ca., has been acquired by Beacon Roofing Supply, Peabody, Ma. Under the name Pacific Supply Co., C&S distributes residential and

commercial roofing and other building products from four Southern California facilities.

In 2005, Pacific Supply had 123 employees and sales of $53 million.

Beacon operates 142 branches in 30 states throughout the U.S. and in Eastern Canada.

Trex Plant Douses Minor Fire

A pile of composite byproduct caught fire Jan. l0 at Trex's decking and railing manufacturing plant in Fernley, Nv.

Firefighters quickly extinguished the blaze, which was contained to a concrete-walled area where byproducts from the manufacturing process are placed to cool. County fire chief Jim Lemke noted that the blaze was the fourth such fire at the plant. He said no hazardous fumes were emitted from the fire.

Plant general manager Bryan Moorehead said that, due to the holidays, more waste material than usual had built up in the containment area and heat from inside the material ignited.

"At no time was the plant, emPloYees or the public in danger," Moorehead stressed.

Redwood

Westem Red Cedar

Clear K/D Douglas Fir

Redwood Finge4oint

Westem Red Cedar

Fingerjoint

Douglas Fir

Fingerjoint

Timbers, all species Standards pattems

.ln-House Milling

.6-Acre Facility

DeliveryAvailable

lmporters Fight Plywood Duty

Hoping to boost their exports to the U.S. while keeping prices dorvn. Brazil's largest plywood producer is trying to rally support among domestic distributors, dealers, builders and contractors to persuade the U.S. to permanently rescind the "most favored nations" duty on plywood shipments from Brazil.

Since July l, Brazilian shippers have been forced to pay an 87c duty on softwood plywood entering the U.S. Under the United States Generalized System of Preferences (GSP). certain developing countries such as Brazil were excused from paying tariffs on certain products as long as total shipments did not exceed either (1) 50Vo of all imports of the particular product or (2) a maximum annual value (in 2004. $l l5 million). In 2004. Brazil surpassed both "competitive need limits," by shipping $250 million of product-5OVo of all softwood plywood imported into the U.S.

As a result. Conex Forest Products. Jacksonville. Fl.. expects Brazilian imports to "nosedive." according to Steve Conorvall. "A lot of mills can no longer afford to ship to the U.S. [Plyrvood] prices have been fallin-e since they spiked after Katrina. Gas prices are up. Ocean frieght costs are hi-eher. Adhesives are more. Currency exchange rates have changed dramatically. The mills are being squeezed. Manufacturers are cutting production. just rvhen rve need more plyrvood."

Conex's primary supplier of Brazilian plyrvood. the Guararapes group of mills. has retained Washin-eton. D.C.-based larv firm Adduci. Mastriani & Schaumber-e. LLP. to convince the U.S. to drop the duty.

"It is our position that rescindin_e the tariff rvill have no adverse affect on the U.S. plyrvood industry as it is operating at capacity and selling all the plyrvood it can manufacture at prices higher than the norm." said

attorney William C. Sjoberg.

Citin-e recent APA forecasts that shorv U.S. plyrvood production falling increasin-ely behind demand. he argues that domestic producers have been drastically reducing plyrvood capacity rvhile increasing OSB capacity. thereby becoming less able to meet the demand for plyrvood. "Thus." contends Sjoberg. "Brazilians are meeting a need rvhich the U.S. panel industry is unable-there is a scarcity of peeler logs in the U.S.. particularly in the Gulf re-eionor unrvillinginsufficient investment in new U.S. plyrvood capacity-to meet."

Yet. APA's Jack Merry disagreees rvith the assertion that U.S. producers cannot meet the demand. "Actually. the U.S. plyrvood industry's production-to-capacity ratio is forecast to decline in each of the next three years. to 93Vc in 2008. so there's more than enough domestic plyrvood capacity to meet demand." Merry said. "Moreover. most of the Brazilian plyrvood imports actually compete in the single-layer floor market. a major market for OSB. rvhich faces an even more precipitous decline in the production-to-capacity ratio - something on the order of 807c by 2008. So the problem ahead is too much capacity. not too little."

APA and a number of U.S. plyrvood producers support continuing the tariff. Merry' said. "on the principle that 'preferential' treatment ought to have limits. U.S. imports of Brazilian plyrvood through May [2005] represented almost 7O% of the value of all plyrvood imports. far beyond the 507c threshold."

Adduci. Mastriani & Schaumberg filed a petition in June requesting that the competitive need limits be rvaived on Brazilian plyrvood. In August rhe GSP subcommittee agreed to revierv the petition for revierv. and hearings rvere held in October by the subcommittee and by the U.S. International Trade Commission.

Conorvall and Larry Warner. Roberts & Dybdahl. Des Moines. Ia.. were among those testifying at the hearings. Conex. Roberts & DyMahl. and Sherrvood Lumber. Islip. N.Y.. have formed an ad hoc comminee. the Plyrvood Distributors Association. to back the effort.

The subcommittee is currently deliberating and this spring should make its recommendation to President Bush. rvho rvill ultimately decide rvhether or not to lift the 87c dutv. effective Julv 1.2006.

Fill in the grid so that every row, every column, and every 3x3 box contains the numbers 1 through 9 once. Therefore, each number in the solution will be unique in each of three .directions."

Home Depot To Buy Hughes Supply

Home Depot has agreed to acquire Hughes Supply Inc., rvith more than 500 stores in 40 states.

The $3.19 billion deal-representing an assumption of $285 million in debt and a 2l%a premium over Hughes' stock price-doubles the size of Depot's supply division to $12 billion in annual revenue.

Orlando, Fl.-based Hughes Supply

was founded in 1928 as an electrical supplies distributor and has expanded to plumbing, HVAC and other building materials. It now has 9,600 employees, a quarter of them in sales.

In October, Hughes retained financial advisor Lehman Brothers Inc. and legal counsel Weil. Gotshal & Manges LLP to explore a possible sale and other options for the company.

Ex-Hardware Show Partners Headed To Gourt

The American Hardware Manu- heart of AHMA's complaint are facturers Association's lawsuit 'allegations that Reed made secret against its former National arrangements with Freeman, Hardware Show partners, Reed resulting in [AHMA] receiving Elsevier Inc. and Freeman Deco- less revenue than it was due. rating Co., has been allowed to exhibitors paying higher prices for proceed to a jury trial. their exhibiting costs, and atten-

AHMA alleges that Reed and dance at the hardware show declinFreeman, desiring to move the ing."'

show to Las Vegas, conspired to undermine its success in Chicago.

"We are certainly very happy with the court's ruling. A jury will

In Chicago, Il., the U.S. District now decide our claims," said Court denied Reed and Freeman's Timothy S. Farrell, AHMA's presmotion for a summary judgment. ident and c.e.o. "We remain very In making the ruling, Senior Judge confident in that process and in our James B. Moran noted that "at the position."

USPL Emerges As Trimax

U.S. Plastic Lumber Corp., Chicago. Il.. has emerged from Chapter | | bankruptcy as a new privately orvned company. Trimax Building Products Inc., adopting the name of its structural HDPE lumber.

Amid opposition by several creditors. the U.S. Bankruptcy Court in Palm Beach. Fl.. approved the Jan. 6 sale to private equity firm American Pacific Financial Corp.. San Bernardino. Ca.. its debtor-in-possession lender. American Pacific paid $2.3 million in cash for USPL. released $3.2 million from its debtorin-possession loan. and assumed $582.0m in liabilities.

After making l6 acquisitions in under three years. USPL filed for bankruptcy protection in July 2004. It divested several operations and product lines. and seemed poised to rebound rvhen several financing deals fell through in late 2005. On Dec. 20. it asked the court for an emergency order to sell the business.

Nathan Kalenich, v.p. of sales, said additional members of management rvill be announced in comins months.

Performance you can measure.

LP's Gang-Lam laminated veneer lumber is a vast improvement over solid wood beams. Problems that nafurally occur as solid sawn lurn ber dries - twisting, splitting, checking, crowning and warping - are greatly reduced. And pound for pound, Gangtam LVL has more load carrying capacity than solid sawn lumber. The result: a building material that is more reliable, more useable and higherperforming than tra ditional lumber. Plus, unlike anything available with traditional lumber, Gang{-am LVL is backed by LPs limited lifetime warranty. For more information on LP Gang-Lam LVL, including component design review services for your designs using LP Engineered Wood Products, con tact 1.80O.999.9105 or visit the LP web site at www.lpcorp.com.

Hampton Upgrading Darrington Mill

A new co-generation plant at Hampton Affiliates' sawmill in Darrington, Mt., will improve the mill's efficiency and cut rising energy costs.

When it opens in April or May, the 6-megawatt plant will burn wood waste from the mill that was previously hauled away. The power generated will feed all the mill's operations, plus generate enough steam to heat the drying kilns. The company hopes to sell excess power to the local utility company.

"This will give us an economical source of steam for the dry kilns," said manager David Garcia. "Right now, we're burning two grades of diesel, which is extremely expensive."

New kilns added last spring more than doubled drying capacity at the mill.

Hampton Affiliates bought the mill in 2N2. Two years later, the mill produced 212 million bd. ft. of dimensional softwood lumber and ranked 30th in production among U.S. softwood mills. Last year, the mill produced more than 300 million bd. ft.

"The ultimate goal is about 350 million bd. ft. a year," said Steve ZIka,Hampton's c.e.o., who added that machinery modernizations at the mill are 80Vo to X)Vo completed.

Alaskan Genter Works For Change

Three Alaskan tree species now have their own grade stamp, due to the efforts of the Ketchikan Wood Technology Center.

Previously, Alaskan species were lumped together with lumber from the lower 48 states and Canada. Strength test-

ing and other research conducted at the center changed that, by proving that Alaskan spruce, hemlock and cedar are distinct species. "The last time this was done in Alaska was never," said Mike Hannon. the center's facility manager. "It's long overdue."

"Your wood is rvorth more because they have it in the grade books now," said Rick Cabe, who owns a sawmill on Prince of Wales Island and Thorne Bay Wood Products, which used to sell only green lumber. After investing in a kiln and a planer, the company now sells flooring, tongueand-groove siding, and log-cabin paneling.

All three of the species are strong and durable, but Alaskan cedar is naturally bug and decay resistant. "That's going to be huge as more and more wood-treatment chemicals are banned as carcinogenic," said Kevin Curtis, who heads the center.

Started in 2000, the center is located at the giant Ketchikan Pulp Mill, which closed in 1997. Money from a variety of state and federal sources funds research into new ways of using and marketing Alaskan wood, especially in engineered wood products.

Testing of second growth timber is also being conducted for the U.S. Forest Service. Understanding the commercial value of this timber is crucial, said agency spokesperson Dennis Neill. since Alaska has more than 435,000 acres of clear-cut area in various stages ofregrowth.

Curtis hopes that the center's efforts will positive encourage change in Alaska's lumber industry. "The testing and marketing efforts are describing the path, but whether we take it is up to us," he said. "We can't force people to do it. We have to understand this incredible resource we have in this state and how to use it effectivelv."

ffirimg os.rt the Vic?orian in cr Vicforign" W[r*n instc]llcrs wfini io rfs*i* elcb$rric 'frill: ic*ir-rr+:s, ill*ydcillllrliJ{li]i:.:!.'li:l:lijii;.r'rr':l]*i1rltl.ir't:l::il.irltal:

l::iiilv*rL.;iJ|[i.-l;';.:r'1ll..l1:i.tl..'':t'.'..'1...1.,'.,'',,....":iliiil|.:lit:iir:Ey*;1*yilii.'Li}il-i:-11l.)|l|ii:

l* h*ii,l:rc. r::: ,,:,,f. llt, ,:i:::r:,1{:i, r.itri ;'; :-; rq1'-.ii.;if [, ar v].-r.i1 w',rr..;';.*;*i..i*rtt

Mary's River Eyes Expansion

Mary's River Lumber, Corvallis, Or., is considering a site near Brady, Wa., to build a support complex for its western red cedar sarvmill in Montesano. Wa.

The new 7-acre facility rvould feature dry kilns, lumber storage, a rail spur, and remanufacturing machinery to produce finished wood products such as decking and molding.

"It's a great site because of proximity to the current mill as well as hav-

ing great access to both highway and rail," said president Brad Kirkbride. The existing mill at Montesano rvould perform "rough cuts," then truck the wood to the new facility for finishing. packaging and shipment by rail. Initially, the operation rvould run a single shift.

"There is the potential to do more in the future. if conditions allow and we're able to add on more shifts." Kirkbride added.

Simpson Timber Buys Longview Site

Simpson Timber Co., Tacoma, Wa., agreed to buy 35 acres to potentially build a new sawmill at the Port of Longview, Wa., within the next three years.

Simpson also obtained an option to acquire an additional 25 acres. The acreage is part ofa 180acre industrial park purchased by the port from International Paper l0 years ago.

The port's board of commissioners formally approved the sale

Dec.29.

"Although no definitive plans for the construction of a mill have been announced at this time. this acquisition represents an important step for us in considering this opportunity," said Simpson public affairs manager Beverly Holland.

If Simpson does build the mill, it could utilize waterborne distribution as well as the port's newly installed rail corridor.

An increase in demand for dry lumber is also fueling the expansion. Montesano operates a single dry kiln. And, as mill manager Terry Smith explained. "_qreen cedar is not ils popular as it once was."

The nerv facility rvill also solve another moisture headache for the company. With its location on the banks of the Chehalis River. portions of the existing mill are susceptible to flooding. and at times the company has been forced to relocate wood products to alternate storage sites to keep them dry.

"What rve'd really like the property for is so we can run the property we have at Montesano better and also allorv for future expansion," Kirkbride said. "We're limited by the existing property's size."

Mary's River has secured an option to purchase the new site. contingent upon the success of its application with the county for rezoning.

The rezoning could be approved as early as March, but it would be at least two more years before the buildings needed to house the dry kilns and surfacer are built. The company could, however. begin storing lumber at the property by this surnmer.

PopTal Reconsiders Closure

Pope & Talbot. Inc.. Prrrtlancl. Or.. rlill continue operatinr its salntill ancl tlrr kilns in \licll ai. B.C.. on u onc-shifi basis bc-r Ontl thc prer iou:lr annour.tcctl e losurc cltrtc- o1 \lalch I I

Thc lilrn is ulso l)r()ccL'dinc \\ ith plans to updatc and crltuncl it: sa* rnill in Cnrncl Forks. B.C.. ultpirtr its annual procluction to l-i-5 ntillion bcl. ft. anrl arlclins thc' cal)aeit\ to plane un acklitional 95 rrrillion bd. l't. of lLrrnbcr pnrtlr.rcc-rl at \l icll ar

Mill Fights Rail Surcharges

Bcnnett LLrnrbcr Protluctr. Princcton. Icl.. is fightin!t nril surcharges imposc'cl br \\'atco Co.. uhich ol ns lines in northhr'rn Idaho.

A surcharce of Sl50 per rail ear added last \orenrbcr \\a\ "painflll. but n orkable." saitl \.p. Brc-tt Bennett. \\'hc-rt another surchargc' rr as proposed in late Decernbc-r. bringinu the total to SfiT() pcr ruil ear a: ot .lur.r. 6. Bc-nnett clc-e irlcil it n as tinrc lor action.

Hc siLicl thcrc rr us r)() \\ lr\ tlre e()lrpartr coulrl Pur tht. nc\ su|ehuIgc:.

l-ast rclrr'. Bcrurctt l-[t rnber rr :crl Watco lincs to ship -1-i rnillion lrrl. lt.

of lunrbcr to th!. Ea\t C()l\t. pi.t) in:l

5-i.()()() cuch tor l-o ruil cur.. -\ccorcling to Bcnnc'tt. lltc ulno[rnt rr1

Iunrt.rcr thlt t'ills oltr- r'riil e lir ir trLrltl till thrcc truilcr tnrckr lrrtl u\c nt()r!'lilcl.

.\i'tcr tliscu:.irtc ll,c i\\Llc \ ith

I-rttrth (ottntr etlnilIissioncr''. [Jcrrrrett tlccirlcd ttl s1'rcltk u itlt ItlrltLr -!()\ e l'n()l

I)irk Kcrttpthotnc urttl n'rcnrl.cr. rrl tltc statc lcgi:luturc. Hir Soul: clr.ulinr thc lirturc ol nti] us ult ()l)ti()n lirr.lti|pirtr:. "RlttIrtllttls \LlIehtll-Sc t1et1LrcrttIr.' 'ltirl \llrtk Bl:rzt'r'. \.'ni(rl \ lr. ,'l rtt.rr' kctirrg uncl businc:' tlcr cltrInrcrrt ;rl \\'ateo. TI.tc contltanl .llrintr tltlrt it. rL-gLlliil lcc tlocr lt()l e ()\ ct' L'\ltclt\c\ for rt.titrrttcnlrncc antl oltcr;.rtion. und lcrr r'r' conr;ll.tniL-\ irrc tr:inS tltc linc's For crarrplt'. thr- \l-r() .urcltarsr'la.t

\, rr, q'111f .'1' Il ( )rl ll)lcrl llti.rlt\ -! r'iti l) ! ( )ntpanies to tnlck their Ilrr)rluct\ ttr rir cr barg.-s.

Bcnnctt i: lirrLicl thut \\'rititr ilttcrtrl: trr tll'irc a\\it\ cLl\t()ntcf\ lnri

e losc tl.tc rlrrl lin... "Tltcr'rc rro -i:trotl i1' \ ()Ll rl()rt'l lltr c lrnr ()lta t() \hil) r)r) it. ' hc suitl.

l-lttitll ('ottlttt uotttlttisriottcr I)lrttl Kirrrrncll rlrrl hc hti:n't rcetir ctl lrrtr nrtl ulrunrlortntcnt notiec llirrn \\'uteo. "Tltcrc ir tto illtcr)ti()n to:gll thr'

Itlitho .ir1c.' 'urd BIazcr. 'Thut \\,,1]rl1 t rtt.rke lrrtr .r1\e

Thc. errlttIllt) rlicl rc-ll it: rail lincr irt \\ l.irin::trrn. rr hie h it non lca.... Iro|tt thc \\ lt.ltin-clrrr't [)ci)itrtntcnt ()l

Tf iill \Irr ) rtirl i( )ll "\\ r.'r'e likr' lrrtr ptlte r. irLr.ipc... rr c rlcc!l lr) lrg 1111rlrtal.lc.' .lri.l Illuzer'. ".\t tlti. 1.1r1111. \\ a \\ rrrrltl nol lrtltl .rrt"llt.'l .ilr.ir.rrir'. lt tlt.' tt.rlliu -rrr'. Itrt lf. tt !(rC\ il\\ it\.

Water Show At Depot

\\ lrtcr 1r'rrrtt u nlirlrrrcil lirc ltr.lr':rnt si.tLl:Cti tlltlli,,tt. rrl tirrllltt. ttl .ilrtt'tltLC ltl Htrtttc Dc|rr1. l-uLurtu \i-tLrcl. ('1.. b111 111r qr11q' t;1. 111.jplpgj

Thc ine itlcnt r)cr'ut'l'Ctl .llrn I u ltcn lu tlclircrr llu.k .trlrgk u ltr.lr;rnt bchin.l thL' \t(,re Jn!l \\ iltar .IrJl crl ,\11,r lltr' \1,\tr". I\,,'1. ..rrr.tt): .l -.i{rl).tl. 1t. .c'tlirrtl lrr.rrllul..g ,',.1 ----* irtiitc. rrl f ]trrrtlinL irr.itlc titc"torr'. Iiirclishter. .rri.j lhrrt tlte builtling's .pr-ipkicr .) .tcr)t \\ u: irlrp lrrirrc.l. -l-hc Lrni.lcntitic.l .lclir crr -.irrr cr Itic.l 1,, l'lcc tltr' \!inc irn!l hit trr,, e lrr'. IirfkCri irt ir l)!.ul[r] l.p1.i11s'r.. hul rrtr. tlctui rrc.l ir1 .is|111 1g. H1r111g l)s|1r1 ir!(luirc!i tirc l-ui]rlilts 11.1r111 l1q rii tlclLtn. t il,,lttelllr.c.

Alaska Increasing Logs To China

A new trade agreement between China and the U.S. will ease the shipping of Alaskan logs to China.

The agreement allows Alaska logs to be fumigated at a newly built fumigation plant in Putian, China, rather than aboard freighters anchored in Japan. Fumigation isn't done in Alaska because most logging sites aren't accessible by road and the cold climate isn't conducive to the effective use of methyl bromide-the insecticide used in log fumigation.

Fumigating in China should reduce export costs and allow more lower quality logs to be sold there, said Doug Warner, a marketing specialist with the Alaska Department of Natural Resource-which helped broker the agreement. He said that Alaska does not have any pests of

More Ecoterrorists Nabbed

Five years after allegedly serving as lookout in the firebombing of Superior Lumber's office in Glendale, Or., Suzanne "Nicole" Savoie, 28, surrendered to the FBI in Oregon (see January, page 62).

concern, especially not the pinewood nematode the Chinese are worried about. Even so, he said, log fumigation is a matter of course for most countries.

China is a minor market for Alaska logs, especially compared with Japan or South Korea, but it's growing. In 2004, log sales to China totalled $2.9 million, up from $2.5 million in 2003. A booming housing market and a decrease in domestic timber supply due to deforestation measures are just two reasons for the growth.

"China is emerging as perhaps our most important trading partner," said Jack Phelps, a DNR forest producrs specialist. "The Japanese market came unglued a few years back, and China is becoming very important."

Savoie and Jonathan Mark

Christopher Paul, 39, who is accused of the 1997 firebombing of a horsemeat packing plant in Redmond, Wa., were arrested and arraigned Jan. 19. Both are members of the Earth Liberation Front, a radical group that

has taken responsibility for a string of attacks in the West. If convicted, the two face up to 20 years in prison and a $250.000 fine.

According to the FBI, Savoie was the girlfriend of Daniel McGowan. who is being held wirhout bail in Eugene, Or., for his role in the fires set at Superior Lumber and Jefferson Poplar Tree Farm in Clatskanie, Or.

New arrests in the Sacramento. Ca.. area show that the threat of ecoterror is still present. On Jan. 13. three people were arrested for allegedly plotting to blow up rhe U.S. Forest Service's Institute of Forest Genetics in Placerville. Ca.. and the Nimbus Dam and nearby fish hatchery on the American River just outside Sacramento.

Eric McDavi d, 28. Zachary Jensen. 20, and Lauren Weiner. 20. were arrested while buying materials to make plastic explosives. and rvere indicted by a federal grand jury. All three have been linked to the Earth Liberation Front, but have no known ties to the individuals recently indicted in Oregon.

If convicted of conspiring to use fire or explosive to damage property. they face five to 20 years in prison.

Certified Distributor Formed

A nerv Northern California forest products distributor has been formed specializing in Forest Stervardship Council-certified lumber and panels.

John and Susie Parr launched Certified Forest Products, Orinda. Ca., to sell sustainably managed framing lumber, domestic and imported hardwoods and softwoods. panel producs, siding, decking, floorin-e. moulding, and custom interior and exterior milhvork.

They recently received chain-ofcustody FSC certification from Scientific Certification Systems. Emeryville, Ca.

Certified Forest Products currentll serves Northern California. but is rvorking rvith a third-pary lo-sistics provider to eventually suppll, green building markets throu-ehout North America.

"FSC certification demonstrates our strategy to enhance market share in the -ereen building market by adding distribution centers in specific geographical markets." said John Parr, president and c.e.o. "This helps us serve builders throu,ehout the ccluntry rvho need a source of FSC-certified lumber and panel products to achieve credits torvards the United

States Green Buildin_e Council's LEED green building certificarion pro_sram."

The companl also *ill offer a secured Web site for customers to process orders. look up pendin_e orders. rerifl product arailabilitl' and pricing. check delirerl' starus. and research accounts par able and in\oice information.

Parr currentl) serves on the steerins committee of Califbrnia's Build It Creen suppliers courrcil.

Southeast Alaska Mill Closes

Pacific Log & Lurnber has shuttered its sa*mill on Gravina Island near Ketchikan. Ak.-clne of the f-err millin-e operatitlns left in the Southeast Alaska fbrest.

Ourrer Steve Seler explained that he u'as tired of u'orkin-s * ith the U.S. Forest Sen ice. n'hich mana-ces the l7 million-acre Tongass National Forest. The mill closed in mid-December tbr its tl pical trr o rveeks clf holidar ckrrrntirne. but did not becin nornlrl u inter ntaintenance procedures afier a crucial timber sale rr as delaled.

The Buckdance-Madder sale involvcs l6 rnillion bd. ti. of timberenough to keep Pacific Log &

Lumber runnin_g for several months. Seler rorred that he rvould bar_ee his equipment south if the sale didn't _eo through br mid-Februan.

"The issue is." Selel' said. "can the federal government perform or not.l The industrv is out of capital. out of logs. and almost out of desire."

Tongass supervisor Forrest Cole insisted that the Forest Service has struck a compromise u'ith environmentalists that *ill allo* the sale to take place the middle of this month.

Ace To Retire Mldwest DC

Ace Hardn'are Corp.'s distribution center in Colorado Springs. Co.. rrill increase the territon rrith the closure in June of a.l-l-r'ear-old DC in Lincoln. Ne.

"It's an older buildins and ir's bect'rme obsolete." said director of communications Paula Erickson. The Lincoln DC has just -1-10.000 sq. ft. and is the chain's smallest. Average size of .\ee': lJ other centers nationn ide is S(D.fiD sq. fi.

In addition to Colorado Sprin-es. DCs in Princeton. Il.. and Liule Rock. Ar.. also s ill handle distribution to Ace's 100 stores in \c'braska and parts of Io$a. I{issouri and Kansas.

Lyman Comes To Washington

Lyman Lumber, Excelsior, Mn., has acquired 37 acres in Longview, Wa., to build a complex for its TriCounty Truss division.

This year, Lyman will build a new truss plant to open by year's end. A related framing company expects to begin operations on site in 2007, with a wall panel facility to begin production in 2008. Combined, the operations will employ as many as 480 people and generate $100 million in annual revenue.

Lyman expects to spend $15 million to $20 million on the new facilities with full production expected by 20 10, according to senior v.p. John Waldron.

Keith Brown Buys Madras

Keith Brown Building Materials, Salem, Or., has agreed to acquire Madras Builders Center, Madras, Or.

"The housing market in central Oregon remains strong as the region continues to be one of the fastest growing areas in the nation," said Phil Cox, v.p. of operations at Keith Brown. "We are very excited about being in the expanding community of Madras, and look forward to making

this facility a base of operation for this important market in Oregon."

Madras is Keith Brown's first acquisition since 2000. Branch manager Gary Jones will continue to oversee the store, and several key employees rvill also remain.

In business since 1928, privatelyowned Keith Brown operates I I fullservice lumberyards, a discount building materials outlet, and a door shop division.

Panels Rack Up Record Year

North American structural wood panel production totaled 43.1 billion sq. ft. (3/8" basis) in 2005, up 434 million ft. from the record mark set in 2004, according to APA-The Engineered Wood Association.

It was the fourth consecutive record year for the industry.

Glulam timber and laminated veneer lumber production also set new production records. Glulam output rose l1%o, to 470 million bd. ft.. while LVL production totaled 90.6 million cu. ft., up 5Vc from 2004. Ijoist production declined by l.5Vc.

The record panel volume was due primarily to the U.S. housing market. Housing starts for the year totaled

some 2.06 million units, the second highest ever. eclipsed only by the nearly 2.36 million units built in 1972. APA's most recent U.S. housing forecast is for 1.945 million starts in 2006. dorvn 5.87c.

Canadian housing starts fell slightly to 225.481 following a 17-year record of 233.431 in 2004.

OSB production for the year totaled 26.15 billion sq. ft.. up 779 million feet. or 3.l%c. from 2004. Plyrvood output declined 2% -345 million ft.-to 17.97 billion ft.

Panel production could have risen substantially more if not for increased imports. Based on l0 months of data, imports climbed an estimated 33Vc to 2.51 billion sq. ft. for the year. Plyrvood imports, 80Vc of rvhich came from Brazil. totaled 1.78 billion ft., up l5Vc. OSB imports more than doubled. from 341 million ft. in 2004 to 732 million last year. Germany supplied about 30Vc of OSB imports, a threefold increase from 2004. follorved by Brazil and France.

Panel exports. meanwhile, continued to decline. from 6Ol million sq. ft. in 2004 to 509 million last year. APA will release a new five-vear forecast this spring.

treated andftre retarfu,nt treatad lambn and plyuodfor Wr tt$ itt thre' ,toGds.

ADVANCE

A bome can nou be constructed uitb hailt-in prctection agairct termites andfangal du4 using Advance Guard' Borale Pressurc Treated Vood Products.Mwnce Guard * safe.forppb and pets but dead\ to termites, many otber wM-fusttoying insects andfungal d&Bl.

Adrance Guard borae pressure treated lumber can be used for ioiss, $ds, roof truss€s, nders, beams, and other interior framing and sill plate applicaions.

. Advance Guard borarc neated plywood can be used for rvall streathing and srbfloors.

Adlance Guard pmduas have bmr is$ed ICGES I€gacv Report NF,R 548 and are building code conpliant

- Naturewood producs are durabre and desigrred ror rong-

Osmoseo FlrePRO' - FirePRO is drc most advancd fue orotedion srrsern arailable for wood we rnnrrfxrure and stock a complete line of common use items including dimension lumber, pb,rilood and rimbers. Trearing service only (TSO) is also available.

Osmose

Osmose, pressure treated CCll - we manufacture and stock a limited inventorv of CO{ (Chromated Copper Arsenate) treated p\wood and large timben for approved commercial and'industrial applications. Call us to discuss your needs.

No quantlty is too big or too small. Ve can do multlple tntckloads orJrct aJeu plaaes, whateoer yoar tee& mty fu. Don't carry mare lnomtoryt tban yoa need. Refi on trs to be yoar *1 sttpplterfor Afuianee Gurd, NaturcVd, FtrcPR0 and CCA treated wood,.

WesternWood besoruing Company @s itsolf in co+yingthe rig$ infrrhry nk ofpwuv

Nr*!"*reWond y#;:fffifi:K;!"y*:{tff."*,"

Incredibly, the competitor's rusted nails on the left were in a box marked "For use with ACQ and all other treated lumber." After iust 78 days of exposure in outdoor ground contact conditions, they are well on their way to failure.

The Maze Double Hot-Dipped Calvanized Nails (on the right) meet and exceed the ASTM A-153 specification - which is the minimum requirement for use in the new treated lumber. Stainless steel nails - also made by Maze Nailsprovide even more corrosion-resistance.

5o - insist on Moze Noils for oll your treoted lumber Proiects.

'100o/o * made in the 7* USA

A good story tell and sells

fN today's business world. boring Ifacts and empty stats simply won't make the impression on customers that a story about someone 'Just like them" will. True stories are much more compelling and better-remembered than other information.

So to get coveted word-of-mouth advertising, start by telling your company or product story. When you do, you'll find that story-telling is a powerful tool that differentiates you from your competition.

Story-telling your way to greater profit is based on the idea of "social proof." When people are unsure what to do, they look at others' behavior and ask what others have done previously in the same situation. A behavior seems more correct to the desree that we see others doing it, and-the more people doing it the better. Social proof comes into play in all buying decisions, from the most basic to the most expensive. This includes everything from what movie to see or restaurant to eat at, to what car to buy or contractor to hire.

Whatever your industry, you can essentially get ,\.our customers to write your best stories for you by documenting your successes through testimonials and pictures. Do what your competition fails to do effectively.

To develop powerful stories that sell your customers, follow these l0 simple steps:

ldentify your positioning.

If you don't position yourself advantageously, your competition will position you and your product in a way you do not want. What is your Unique Selling Proposition (USP)? What added value do you deliver that your competition won't? What gets

your customers to say, "Wow!" Maybe it's your unique expertise, free installation. or free delivery.

Whatever you offer. it should be low-cost but have high perceived added value.

Define your ideal customer.

Contrary to popular belief, your customer base isn't "evervbodv." While you may have.uttorn.i, u.-r, all spectrums, who's going to be the most profitoble customer for you, and how can you attract more of those? You don't want to be always selling to everybody. Be proactive, and let your competition suffer the consequences of giving their sales force too broad of a brush.

ldentify your differences.

Different is good. Create a point of differentiation between you and your competition rvith a story. You may have noticed this recent trend at retail when you're looking for a BBe sauce or a bottle of wine. To get customers to pick their product off the shelf. manufacturers use their product packaging and Web sites to tell an intrieuing story. Check out www.iloiestubbs.com and rvww. rvorkinggirlrvines.com for good examples.

Draw thcm to you.

If you've done the first three steps rvell. the customers you want rvill be attracted to you. Rather than pursuing customers. learn their key issues/pains/problems and horv you can solve them. For example, top mortgage brokers rvork to build a good reputation and thereby attract a lot of the business. They don't have to go out and pursue clients; people come to them.

Do the little things that make for a great story so your customers will sing your praises and bring the business to you. Ideally, you'll be able ro choose your customers, instead of begging them to choose you over your competition.

Show, don't tell.

One of the main principles of story-telling is to slror. the details of the story. and let those details speak for themselves. Effective story-telling is in the derails. and the more the better. Leaving out a minute detail, which you feel may not be important, could turn out to be the deciding factor from the customer's point of view.

Paint a picture with your words to bring your story to life for the reader or listener. You don't have to be a master fiction writer to tell a powerful story. Set up a problem, then work through and resolve it by offering specific benefits to the customer.

Feeltheir paln.

You can use your stories to help overcome common objections you receive. such as cost. You don't want to compete on price but on customer experience and your unique ability to solve customers' problems.

In life insurance and financial services. for example. many people haven't done rvhat they should do in terms of planning. In this case. smart advisors tell their customers. "Don't feel bad. Last rveek I met with someone just like you rvho had that same problem. Here's horv rve worked together to solve it..."

Keep'em coming.

Dog-eared, over-copied success stories from seven years ago won't do

trick. Document everYthing and keep it current! Develop a system to follow up with satisfied clients because you can't have too many stories at your disposal. Utilize the Web' phone calls, letters, and e-mail to generate new stories, and then Put them on your Web site in the form of written, audio, and video testimonials. Have them organized and readY to send out with e-mails to prospects. Use pictures.

A picture is worth a thousand more words. A testimonial with a Photo shows that there is a real Person behind the name, enhancing Your credibility. Build your testimonials one at a time, asking clients, "If I can exceed your expectations, get the work done in time and at the budget we set. would You give me a testimonial so I can share your success with other customers?" The majoritY of your customers will haPPilY saY "Yes!" Then you can create a Raving Fan book that will let you select the jobs you want to do.

Home improvement contractors' tor example, can fill it with before-andafter pictures plus testimonials saying that they showed uP on time, staYed within budget, etc. On future jobs,

other bidders will show uP with no social proof-just a naPkin with an estimate on it-but the smart contractors will have l0 success stories. impressive photos, and raves from past customers. Even if their Price comes in l07o to 207o higher' if they've proven that they can meet the customer's needs, the customer is likely to pick the professional who provided social proof!

Ulilize product revi€ws. Vendor ratings and product reviews such as you find on eBaY, Overstock. com. and Amazon.com can tell Your story and offer social proof even without personal contact. The combination of customer rants and raves is highly believable.

Create a markding sheet.

Tell a good storY about who You are, especially if You're selfemployed. It should feature a picture of you and your product and tell who you are and what your Unique Selling Proposition is. On it, list some of your customers and include the right quotes as well as detailing Your number of years' experience, special training or certifications you and your team have, and any community involvement'

lVl"*ui"-.tir-*i; ; Ht; qdttt"

Many people are hesitant to sell themselves and their product or service with stories because they don't want to feel "PushY," as if theY're forcing their clients to do their marketing for them. A simple paradigm shift is all you need to see the benefits of this practice, for you and for your customers. Consider this: you're cheating people if you don't share what a great experience you offer customers. They'll go somewhere else and get an inferior product and exPerience.

In the end, it's simPlY a matter of utilizing the power of social proof: Tell your story. attract customers to you, deliver what You do best, and You won't be able to stoP them from talking about their "lucky find," sending others to you and coming back again and again.

Remember: A good story can change the way people think. A great story can change the waY PeoPle behave.

- Former Tony Robbins international point-man, Chip Eichelberger is a peak performance strategist and motivator whose clients include Ernst & Young, Tomm.t Hilfiger, Century 2l and Bank of America. He can be reached at (866) 224I 393 or chip@ getswitchedon'com'

SlfnRA EEDAR PRODUETS' LLE

lr'u.t*tr Eronn nruo UtiunE WooB ttAtR Srnsoruen FrruclruEtt

Our loration is exceltent for quick shtpment via ln1e1s3: l-"9-1I Industrial 6r# lHattri'l tL.f., pig vdn or rdil to dll lordtions nationwide.

3-llEl x 3-vE x 6' & B' Pen.il stoc "" furrent totdl production in exress or +o mirrili with the abllltu to shp contelnerize*globallg board feet per uedr.:ion ot z+lJ mill

wh|te wood products

rAirseasoningailowsourfencepr0dUct5t0|x4x6,*!!$r!ou!ar11auare]ol remain stable.

lx6x6' #l& Btr 0ng Ear fi Square Tq

. we are a whole log fence mill grdding in dfcor-

lxBx6' #l& Btf nog Eaf & Sqr-rare Top dance with WfLIEyWWPA rules and terms'

o Delivered prices available upon request.

Full load volumes onlg.

lncense Cedar Products

lx4x47" #'l squdre top

lx4fi' #l&Btr 0oq Ear & Square ToP

lx4x6' #lil.Btr trsg Ear &. Square ToP

lx4x5'/6' #e No Hole

lx4x4'6'16' Rustic

lx5x4' #l SquareToP

lx6x5 #l &Btr Dog Ear & Square ToP

lx6x6' #l N.Btr 0og Ear & squdre ToP

lx6x5'/E #Z No Hole

lx6x4/s'lE Rustic

lxBx4' #l Square ToP

lx8x5' #lN.Btr Dog Ear & Square ToP

lxBxE #l&Btr Dog Ear & Square ToP

lx8x5'/E' #Z No Hole

lxBx4'/5/E Rustic

lx4x4'E'[ 6 Rustic & Btr

lxEx4'r5'& E' Rustlc & Btr

lxBx4'6'& 6' RustiE & Ehr

. Available in Natural or Pre-stain'

o Pre-staining done on site' providing ctrnsistentrq of qualitU and color. fustom colors avallable, please Inquire.

Post f,. Rails

Zx4xB & 4x4xB in both species d\rdilable Spr|ng ?OOE

Please contact Jim Haas

7 4l -Aol9i0 or jhaas @ sierracedarprodurtsllc. com

llews Briefs

(Continued from page 20)

lion ... single family starts plummeted l2.3Vo to a 1.577 million pace, while multi-family slipped 5Va ... regionally, starts in lhe West dropped22Vo... permits slid 4.4Vo nationwide

Canfor, Vancouver, B.C., agreed to pay $205 million for New South Cos. Inc., including four sawmills, two treating plants-, and an import trading division in North and South Carolina

S EMC O Manufacturing, Las Yggut, Nv., has been acquired by Plasticon International, Inc.. Lexington, Ky. ...

Keller Manufacturing Co., Inc. has acquired an 857o stake in Paragon Door Designs,lnc. ...

Columbia Forest products. Portland, Or., had its hardwood plywood mills in Old Fort. N.C.. and Chatham, Va., adopt the ISO 9001 management system ...

Weston Forest Group, Mississauga, Ont., has renamed its indus- trial division Weston Forest Products Inc.

Masco Corp., Taylor, Mi., sold storage product subsidiary Zenith Products, New Castle, De.. to Charlesbank Capital Partners ...

Laticre te I nternational earned certification from the Greenguard Environmental Institute

Grabber Construction products ligng9 a l5-year distribution pact for No-Coat structural drvwall corners with Srrrctus Building Technolgies, Bend, Or.

Simpson Strong-Tie, Dublin, Ca., is opening a Midwest distribution and training facility late this month in Eagan, Mn. ...

C ertainTeed's Chowchilla. Ca.. fiberglass insulation plant has logged more than I miliion hours of operation without a lost-time accident ... CertainTeed received U.S. design patents for its decorative composite post caps and base nngs...

_ _ Aurora Capital Group acquired New AXIA Holdings Inc., parent company of Ames Taping Tools, Duluth, Ga., from the Cortec Group for $287.5 million

Columbia Flooring will begin manufacturing a line of hardwood and laminate flooring under the Laura Ashley brand name ...

Home Depot faces a lawsuit in Fort Lauderdale, Fl., which alleges that the chain added a lOVo iurcharge to thousands of customers who rent tools and equipment; Sgreed to purchase Chem-Dry, Logan, Ut.-based carpet and upholstery cleaning franchisor, as part of its At-Home Services division, and plans to scale back on new-store openings, focusing rnstead on new products and store formats, as well as its growing tothe+rade division ...

Home Depot apologized to Michael Panorelli, a carpenter who absentmindedly pocketed a pencil in the Metuen, Ma., store and was accused of shoplifting and banned from all Depoti worldwide; Panorelli said he- had no intention of doing business with the chain again.

Associotion llews

(Continued from page 24)

This year's show will feature nearly 1,300 dealers and suPPliers. Highlights will be cash prizes on the hour and a grand prize everY daY, vendor quick pitches and educational sessions, and a free buffet for exPo guests.

Western Wood Products Association heads to Scottsdale, Az., March l1-14 for its annual meeting. Highlights include a golf tournament, construction tour, and lumber retailer forum.

A spouse's tour of the Desert Botantical Garden and a Southwest cooking demonstration, plus a spring league game between the San Francisco Giants and the Texas Rangers are also planned.

Western Hardwood Association holds a board meeting March 8 at the Inn at the Quay, Vancouver, Wa.

Western Wood Preservers Institute elected new officers during its annual meeting Nov. 13-16 in Hawaii.

President is Ted Hodgkiss, All-

weather Wood, Washougal, Wa.; vice president Dave Perry, Exterior Wood, Washougal, Wa.; secretarY Todd Brown. Bell Lumber & Pole Co., Conway, Wa., and treasurer Richard Keeley, J.H. Baxter, San Mateo, Ca.

Tacoma-Olympia Hoo'Hoo Club will hold a general meeting and oldtimer's night April 4 at the Tacoma Elk's Club.

American Hardware Manufacturers Association conducts its annual Hardlines Technology Forum April 30- May 3 at the Hyatt RegencY, San Francisco, Ca.

Seminar topics will range from "Credit Card Security and Identity Management" to "What Comes after Data Synchronization?" and "Learn More about How to Communicate with Your Trading Partners."

Connie Dyer is the association's new v.p. of marketing and communications.

Wood Moulding & Millwork Producers Association holds its 44th annual winter business meeting March 13-17 at the Sandestin Golf & Beach Resort. Destin, FI.

The Sandestin offers the following amenities free: select children's activitiest four hours of bicycle rental; one hour of canoe, kayak and boogie boards; one hour on the tennis courts; access to the fitness center for adults; resort-wide tram and water shuttle transportation, and cane fishing at the marina for children.

National Lumber & Building Material Dealers Association presents its annual legislative conference April 3-5 at the Ritz Carlton, Washington, D.C.

Forest Resource Association has planned a western region spring meeting April 25-21 in Spokane, Wa.

Association of Millwork Distributors presents its top management leadership conference April 27-30 at the JW Marriott Desert Ridge Resort & Spa, Phoenix, Az.

Speakers include Cam Marston on "Attracting and Retaining a New Generation of Employees" and Steve Little on "The Seven Irrefutable Rules of Business Growth: Proven Initiatives for Building Better Relationships and Profits."

o Various grades and widths

. Prompt, on-time delivery

o Consistent in grade

. Mixed truckloads

For your Western Red Cedar fence boards and dimension lumber needs, Adams Lumber will take care of You.

Big City Lumbelyard

(Continued from page I I )

Mr. Pick to sell the business he'd started in 1950. When no one in rhe Pick clan wanted to take over. Pick approached Daugherty, who has worked at the yard since he was 14 and whose father had been a foreman there.

"I worked after school, building pallets and doing customer service," said Daugherty. "When the guys would go to lunch, I learned to dispatch, bid jobs, and run rhe yard."

Thurgood has worked in the industry for 36 years, 15 as manager of

Jones Wholesale Lumber. Lynrvood. Ca. He met Daugherty on a jobsite in 1985 and discovered both rvere tryin-e to adopt another child through the same social rvorker. Today. Thurgood and his rvife Kathy have four children. Chuck and Cathy Daugherty have six. Both wives also rvork at Pick's.

According to the partners. reviving Pick's rvas a cooperative effort. "We hocked everything and sold everything rve could to get started." said Thurgood. Neighboring businesses loaned machinery such as forklifts. and vendors granted extended-terms credit. "Friends jumped through

hoops to help us," he said.

Since buying the yard almost six years ago. the partners have made improvements that increased sales five-fold. Stocking a better grade of lumber rvas Thurgood's idea.

Custom millrvork rvas Daugherty's. "He has unlimited knorvledge about lumber." said Thurgood. "He can take a piece of old siding and figure out horv to duplicate it so an old house can be restored." Some of the milhvork is completed in-house: some is outsourced.

Better customer service is another improvement. "We care about the customer as soon as he rvalks throu-eh the door." said Thurgood. "We're here to help them succeed. If they succeed. rve succeed."

When customers can't find rvhat they need at Pick's. they are sent to a competitor. "There's enough business for everyone if you don't get greedy." said Thur-sood. "It's all about integrity. letting everyone make a living for their families."

Not surprisingly. both partners feel strongly about treating their employees rvell. "My yard people are like family." said Thurgood. "Some have follorved me throughout my 36 years in the industry."

When the time comes for their orvn retirement. the partners hope their kids will keep the business going.

Quolity Western

Products

Like his father and grandfather before him. Eric Daugherty also rvorks at Pick's, as outside yard specialist. Steve's son. Bryce. rvorks alongside his father at the yard. as sales and moulding manager. Daughter Tiffany rvorked as cashier at the yard until the recent birth of her second son: daughter Christy norv rvorks part-time as a cashier.

For norv. the partners rvill continue to work hard and enjoy life. "You have to ask yourself horv you want to live your life. if you rvant to live your life to the fullest." said Thurgood.

"We're lumbermen." he said. "It's a life. not a business."

Lanoga Buys Chicago Dealer

Lanoga Corp.. Redmond. Wa.. has purchased the assets of F.E. Wheaton & Co.. a large pro dealer serving the greater Chicago metropolitan market.

Founded in 1892. F.E. Wheaton operates facilities in Wheaton and Yorkville. Il.. including manufacturing. fabrication. and distriburion. The locations rvill retain the Wheaton name and management.

Dealers, disrributors, and contractors trust Elk RailWays Railing Collections for the beaury and style of easy-to-install railing, Offering two beautiful collecrions, rhe Traditional Series boasts the elegant, timeless look of wood in a lorv rnaintenance design, while the Old World Series offers the look of authentic wrought iron. And with Elk's patent pending Uni-Ball" system for "no-drill" installation and ZO-year limited warranty, Railways is a recommendation you can make with conffdence. For more information, visit our website at www.elkcorp.com.

c0xmcT0t's

literoture

Se Habla?

Communicating with Hispanic Workers: Contractor's Edition, a guidebook of Spanish terms and phrases needed on contruction sites is $29.95 from Cool Springs Press. (800) 251-4000: rvrvrvrv.coolspringspress.net.

Sustainable Solutions

The Sustainable Solutions package containing 3"x6" samples of 20 species of American hardrvoods and a 45-page brochure describing American hardrvoods forest practices, sustainable design techniques, and extensive species information

is available from The Hardrvood Council. (412\ 281 -4980: rvrvrv.americanhardrvoods.org.

Truly Warm Floors

An installation training DVD for electric floor rvarming systems is free from Warmly Yours, (800) 875-5285: rvrvu'. rvarmlyyours.com.

The Right Door Or Window

Trvo nerv guides to help homeorvners make the best rvindorv and door decision"Historic Restoration" and "Remodeling"-are free from Jeld-Wen. ( 800) 877-9482; rvrvrv.jeld-rven.com.

Open Up To Doors

A 24-page. full-color brochure on prefinished steel entry doors and storm doors

is free from Paragon Door Designs. (800) 78 I -2 I 0O: rvrvrv.paragondoor.com.

Steel Connector Catalog

Eleven nerv connectors are shorvcased in a 48-page Cold-Formed Steel Connector catalog from Simpson Stron-e-Tie. ( 800) 999-5099: wrvw.strons-tie.com.

Made In The USA

A full-color catalog featuring a full line of collated nails and staples for pneumatic tools is free from Pneu-Fast Co.. (847 ) 866-8781; rvrvs'.pneufast.com.

Introducing the decking industry's most perfect fit.

GeoDeck* products is happy to announce it's now part of the Liberty Diversified Industries (LDl) family.

The LDI companies are recognized leaders in fie manufacturing and marketing of corugated packaging material handling office supplies, and building producb such as $e Trimline" Ridge Vent.

Today LDI and GeoDeck are proud to continue to offer a top quality composite decking and railing system - one that's hdc rrristant, virtually maintenance free, easy to install, and backed by a 2Gyear limited waranty. r

There's never been a better ti sell GeoDeck than right

r-

steps to managlng dnuone

ll /l-ANAGING nlL-ans llcrrinc IVlresirlts throuqh ltcoplc. \\.c rltr this in ntartr clift'c-rcnt scttrncs 1l-onr n orkplace- to ltoLrseholcl. It r ou urcaliVe. r'ou hare alrcach bL-L-n a lnanager. You'r'e ntanased dclir er-r peoplc-. repair people. pets. children. in-lans. spouses and rnore.

One nirth is that roLr neL-d to thr()\\ mone\ at pcople to ntotir atc Itarcl n'ork ancl lor altr \()t r-ntif!'l\ trLlc. Manage-nrc-nt has lcsr to rlo u ith eltutistttlr lltlrrt rr illl e()lt.i.terr.r. Mltttltqetr rlt'|)1;1.1 ott ellcttire intrlr'pcrsonul con.rr.nunicution :kill: to Sct th ings ckrnc'.

Nlartr of ,\()Ll urc eallctl "boss." -frr

lur tlrtl "b()ss" bL-c()lninq anothr-r titurlcttcr tr old. tilllon thcre ti)Llr \tL'p\:

Step t: Tell them clearlg uhat uou expect them to do.

Elsicr said than donc-. In ntanaSc'nrL'nt training L'nVironntents. thi: i: callecl "rlelerlation." \lr tlefiliitirrn trl' "tlclcgate" is to u'rlptru er and lnrrti\ At!- il I)Crson tO aCcontplr:h rL'\ull\ Ii)r rr hich r ou lrrL- ultllnirtcl\ rc'sponrrbic. [)clccittiort irrcIurlc': thr.rc- Suiclc-Irnc': choosc lr l)!'r\()r't clrllr['rlc ot'rhring thc .jrrlr; q'1lr111i11 tlre |r..irlt \ilu \\irltl: -!r\1. thc ltLrtlttlrin t() g!.t it (l()ltc: ll(rnlt()r tlte lt. tir ilr : rir f l'L'L()r:nrti(rn ()l Ir'ilj\e lil()lt! Utc \\it\.

. Sut tlre.ltrttlrte. L'le.rrre ),'Lr're iI .t I.llt.C a,lll\lLl!i\! l(\ .rrtleL'lllfirltrrll .rl Lt Iitll.. \\ hc.n thC I-)!-t \()ll Ci.ut !r)n!r'lttfltC. l-i\tCll l() \()ur \\()frl\ li.\ \()u \Cl Ihc' tonc. Or cr tltc r alrr.. I t c ltr-;rrti ntllt\ it hlrric'tl ntrni.r!cr unrr j11t11e l1 \ir-\. '\(\\\ thi. t. lt .irrr1.1.'. rrrirrJlc.. tu.l'... lltlrt'\ \\hr I rn rirrrtu it t,' \ ()tl. ' \r\l i c'fr ntotir ltttnS. Gir.' thc- bir picturr'. Dercribc thc ttrentll r)b,ic'etirr'. IrL'()plc nL'c!l t() \!.c \\ hr'rc thcir Ir.rn lit. rnttr thc rr holc ttr lc!'l l)urt ol thc lotticr -qoul. . Dc:enhc'rtt'f): rrl thc tit.k. Thi: tr thr'nteat ()t thc rle lL.catio|t rli:cLrsrittr.t.

AN

Crab feeding frenzy

Tnr MnncnaNr MlclzrNr: Feenunny 2006

OVERFLOW crowd packed the Ingomar Club in Eureka, Ca., Jan. 19 for the Humboldt Hoo-Hoo Club's annual crab feed. (1) Bon & Yoshiko Taylor. (2) lob & Cathy Dewald. (3) Mick Winakur, Jerry Grimes. (4) Bill Scott, Rich Giacone. (5) Bernie Guilin, Tom Bacon, Don Bell, Lowell Wall, Ben Cassinerio. (6) Tom Von Moos, Dale McOormick.

L.R. Douglag, Stgcey & Dqvid Jones. (8) Dave & Diane Snodgrass, Rick Rosa, Giulio Sbragia. (9) Ken Mulkins, Russ Primrose 1tOi.terry

i_{t.L Po^b Palacloz. (11) John Heteta, Craig Cameron. Dan Kepon. (12) Rick Cornell. Bryan O'Hagan. (13) Jack &-t',targo Conner. (.|4) 'Don Getts. Mike Benetti. John Russeil. Jim Bussell.-Rick Zaslove. Ken Womack. (15) Dave Higi, Marc Weaver. Mike Splinger. Mike Croxton. Dick Jacksbn

(More photos on next two pages)

annual crab feed

Anfinson, Ray McDonaid, Doug Willis, Randy Hayden. (2)

previous page)

Gilbert, Eleazar Chavez. (3) Deber Dodd, Ellen Barthman, Dave Darnell, Paul Brateris. (4) Jim Bamsey. (5) John Picot, Michael Wood, Brad Mehl. (6) Darren Duchi, Dan Dethlefs, Joel Hamel. (7) Mario Barajas, Luis Mendez, Junior Mendez, Mario Barajas Jr. (8) Steve Hildreth, Bruce Burton, Steve

Denby,

(continued from

were (1) Rick

John

Ted

Hautala, Ray Maxey. (9) Charlie Jourdain, John Littlefield. (10) Gary Moore, Ed Gomes, Lee lorg. (11) Rick Hermanson, Paul Norman, Jeff Strom, Rick Zaslove. (12) Mike Webster, Doug Weaver. (13) Joe Hoglund, Kevin Paldino. (14) John Eshleman, Ron Hanson, Doug Hanson. (15) Clyde Jennings, Denny McEntire, Mike Cameron. (16) Jim Lewman, Rhiannon Wood. (More photos on next two pages) Feenunnv

CBAB FEEDERS (continued from previous pages) 11\ Steve Page, Rob Gurney, Mike Derry, Jim Johnson, Randy Jones. (2),Tim Masterson, Micha6l Green, Glen Eichen. (3) Barry Greathead, Gene Klohs, Pat Murphv. (4) Greq Winkakur, Ronda McDonald, Jack Burnard. (5) Valerie Scobgin,'Gary Giamble. (6) Chris Johnson, George Schmidbauer, Jesse Johiion. 0) iim Pack, iim Dect<er, George Johnion. (8) Steve Bertsch,

FEenulnv 2006

Lynn Strang. (9) Mike Franceschi, Curt Wood, Sean Burch. (10) Vince Viena, Denis Stack. (11) Tom Miller. (12) Dave Hauck, Dave Brewer. (13)Troy Bailey, Chico Fraley, Mike Carey. (14) Tod & Nit Holmes. (15) Tim Beaudoin, Pat Murphy, Bruce Gravier. (16) Eugenia Winniger, Alan Boyd. (17) Orville Chedester, Ellen Barthman, Steve Beckin. (18) Dean Solinsky, Judy & Frank Solinsky.

lllanage flngone

(Continued from page 60)

Sometimes these are already prinr ed in an instruction or procedures manual. You still need to so over

these steps, however briefly, with the capable person to assure yourself of the person's understanding. If the steps are not already written out, have the person take notes as you speak. This increases understanding. Cite resources available. Point

out where there are other references, if any, on the task. Resources include people who have done the task or parts of it before.

. Invite questions. Even if it feels as if you don't have time to do this, it's worth it. Bener to spend the time up front than be unhappily surprised later. Invite questions with openended prompting such as, "What questions do you have?" not "You don't have any questions, do you?"

. Get the person to summarize what they will do to get the job done. This takes some courage on your parq you risk being answered with a defensive "Do you think I'm stupid?" I use this sentence: "Call me compulsiveI need to have you summarize how you will get this done." When you take responsibility, you reduce defensiveness in the other person.

. Agree on a date for follow-up. How soon will depend on the complexity and the value of the task. You may need time and practice to develop the fine art of follow-up without hovering.

Step 2: Giue them a reason to do the taslr

This is the fine art of motivating. Motivating people is impossiblethey have to motivate themselves. There must be something in it for them.

Remember when you were in third grade, sining at a little desk in class, listening to the teacher? He or she was droning on and on, boring you to sleep. Suddenly, an obnoxious kid in the back row yelled out, "Hey, teacher, is this gonna be on the test?" You were so embarrassed to hear someone actually ask that question. But you listened very carefully to the answer.

If the answer was "no," your reaction was probably to relax-it's not on the test. But if the teacher said, "yes,' you straightened up, borrowed a pencil, started taking notes-it's on the test. Ever since then, we have done only what we perceive is on our test.

To motivate people, you've got to find out what's on their individual test. Then put your priority squarely on their test.

Step

Give the person the tools and resources they need to do the job.

This requirement can range from a desk and pencils to on-the-job training and enough time to get it done. This is the "put-your-money-whereyour-mouth-is" step. Teamwork among individuals of varied backgrounds, experience and human interactive skills does not just magically happen. If managers want people to be productive and happy, they must put time and effort into training themselves and their people in technical skills and communication skills.

Step 4: Giue feedback.

All people, when accomplishing a task, want to know how theY're doing-even your "stars." There are two types of feedback: positive and corrective. Here are four tips for each:

Positive feedback:

. Make it succinct, specific and sincere.

Stick to praise only; don't use it as an introduction to another discussion.

Tell them why their accomplishment is important to you and others.

. Don't be surprised if the person is embarrassed or suspicious. This may mean they're not accustomed to praise and need more ol-it.

Corrective feedback:

Never attack the person. Attack the problem, whether it's job performance such as inaccuracy, or a work habit such as lateness. Keep calm. It's a problem-solving mode you are seeking.

. Be prepared to tell the conse-

quences if the problem continuesand be prepared to carry them out.

. Don't be surprised if the person reacts with hostility. Even if you're being calm and objective, some people tend to take this discussion quite personally.

It takes practice and, quite often, some training and acquiring of new skills to carry out these four steps to managing. But stick with it. Managing people and empowering them to accomplish things, makes a difference in their lives-and yours.

- Mimi Donaldson is a professional speaker, trainer and co-author of Negotiating for Dummies and the upcomlng Bless Your Stress: It Means You're Still Afive. She can be reached at (310) 577 -0229 or at www.mimidonaldson.com.

producls

Clear, Glass Railing

A new glass and vinyl railing system from Westech Buildins Products offers a larger viewing arJa without compromising structural integrity.

narrow garage rvalls. The product's allowable load capacity is two to three times higher than the original Strong-Wall. The design includes pre-attached wood studs to connect interior and exterior finishes, two anchor bolts, top-of-rvall screws. and pre-drilled holes for mechanical needs.

- P lease vi sit wwtt'.strongtie.com

Stick With Green

Going green is easier with Henkel's nerv OSI Green Series of adhesives, designed to meet both energy efficiency and global impact standards set by the National Association of Homebuilders.

Let The Sun ln

Insula-Dome's Sunrise series of skylights includes vented and fixed models rvith maximum glass for maximum sunlight.

The vinyl posts and rails in the Presidio collection are maintenance free and come in a choice of white, almond and pebblestone colors. Railing kits are available in 6' and 8' lengths.

Each tempered glass panel is custom sized and attaches to the top and bottom rails with the same doublesided foam tape used to form singleglazed windows.

- Please contact (800) 464-8624 o r v i sit www.w e stec hfence.com

Super Strong-Wall Simpson Strong-Tie's Steel

Strong-Wall is an engineered composite of steel and wood that is ideal for

Six green formulations are available, including exterior sealants, construction adhesives, and specialty sealants for siding, rvindows, subfloors, and a variety of other construction applications.

- Please visit www.henkelca.com

A Bonding Experience

Hacker TopCoat is specially formulated to improve and strengthen the bond between floor underlavments and floor covering adhesives. '

Manufactured by Hacker Industries Inc., the coating can be applied to underlayments soon after application. Finished floor coverings can be attached once the underlayment is dry, usually within seven to l0 days.

- Please contact (800) 642-3455 or vi si t www.hackeri nd u strie s.com

The vented model has a factoryinstalled, built-in condensation channel and stainless steel spacers filled with desiccants to absorb moisture and prevent fogging.

The fixed models also have onepiece double gaskets that ensure complete weather sealing.

- Please contact (800) 551-4786 or visit www.insuladome.com

Decking Goes For The Gold

Garapa Gold is Cecco Trading's lastest addition to the Iron Woods brand of hardwood decking.

Garapa is naturally resistant to decay. Its hardness and density make it ideal for exterior rvood structures.

With a unique honey to golden brown hue. the wood is IOOVI clear all-heart that is hand inspected to ensure the absence of knots and saprvood streaks. The species is priced about 307c less than ipe.'

- Please contact (414) 445-8989 or vi s t www,.i ronwoods.com

Composite Edging

Composite edging from ICT will protect landscaping but not be affected by rot or insects.

Two profiles are available: thin, flexible for edging and thick, rigid for use as a border. Both come in a choice of textures and colors, and never need painting or staining.

- Pleqse conract (478) 472-l 155 or vi sit www. ic t - c omp o s it e s.com

Tiles From Down Under

Imported from Australia by U.S. Tile Co., Montoro clay roof tiles reportedly can withstand extreme conditions such as repeated freeze-thaw cycles and salt-laden air.

A Roof That Reflects

A reflective roof coatins from Henry reportedly reflects up io 857o of the sun's ultraviolet rays, protecting and prolonging the life of a roof.

The tiles have an interlock at the head and side laps for maximum weather protection and meet all specs for Grade One roof tiles. Two profiles, Tuscan and French, are ideal for custom projects.

- Please contact (800) 252-9548 or visit www.ustile.com

Cordless Screw Gun

The PC-12 cordless screw sun from PAM Fastening has a Iighrweight, ergonomic design for use where a corded tool is inconvenient.

The gun runs 1" to 2" fasteners with 600 to 900 screws per charge, perfect for drywall applications.

- Please contact (704) 394-3141 o r v i s i t www.pamfas t.com

Solar-Flex is water-based and can be used on roofs less than 10 years old. Homeowners can apply the coating without specialized training, once the roof is inspected, cleaned and repaired. Two coats should be applied with a brush or roller.

- Please contact (800) 598-7663 or visit www.henry.com

Cedar Shingle Lookalike

Cedar Discovery from Alcoa combines the look of hand-installed cedar shingles with the low maintenance and high performance of premium siding.

Decked Out With Dowels

The Miller Dowel Deck System reportedly combines the traditional look and feel of wood with sreater load capacities than comparabl6 metal fasteners and greater resistance to corrosion from chemicals such as ACQ.

Included are lX Ipe'dowels, lX TruFit cobalt drill bits, and Purbond 960 deck adhesive. The dowels are turned to exacting specifications and packaged at a prescribed moisture content. The drill bits are sround of solid cobalt to withstand-workine with ipe'.

The special adhesive, activated by exposure to moisture in the surrounding wood, cures in 10 minutes.

- Please contact (866) 96-3734 or v is it www.mille rdowe l.com

Bright, White Railing

Radiance Rail from TimberTech offers the attractiveness of a bright, white vinyl railing with the sturdy structural feel of a wood railins.

Each piece is contructed 6f composite capped with white vinyl, its clean look accentuated with no exposed hardware or mounting collars. The rails are available in both 6' and 8' kits, with all the components necessary for stair rail and straight and angled rail sections.

- Please contact (800) 307-7780 or visit www.timbertech.com

Crafted of polypropylene, the siding offers resistance to impact, cracking, splitting and shattering. The double'7" shingles can be used for the whole house or as an accent, and are available in 700 colors.

- Please contact (800) 962-6973 or visit www.alcoahomes.com

Window Coatinq

Dcsignc'd tor usc'in ri.iel.-ntilrl 11 1lli1r\\.. ClimaGuard SPF rc-portedlr blocks 99.9(i trl' ultrar iolct radiation n ith()t.lt .lr!rili.illS ttttlttrltl tllrr licht ()r ()Llld()()r \ ic\\ \.

Dc-r c-lo;rerl br Gtrartlian ltltltt:tric'.. thc protluel u:c: a uniqu.'cotttbittation of Itat.-ltt.'tl Sla.r coatin::. ttr block tltc' L'\'radiution that tadc': antl tlctcriorlrtc\ inlcri()r tirrrri'hings. Thc look ol tnrditional rr iltdou gllt.. i. nlaintaitlcd. n ithout bright color.. tlurk tintr. ()r \hitl) rcllccii()ll\.

Pl('tt.\(' ( ()ttJ(t1 1 r,\OOt -l-16 : I 57 ()r':() (tttlitIL' (ll tt tl lr' t l i ttttt qtrurl.: ltl.t t ttrt

Steamy Strippers

.\ lint- 6f thr.-.- rtJlrnt rr allpapc'r \trippcr\ t'ront Earlcr rcportcdlr catt r!-rti()\ c lrll tr [rL-\ ()l rr ltllpapc-r. c\ !'ll IL'\ttlr!'d. lll OllC Ir\. Contpae t 111d dg'.igrtc-d lirr carc ot ttrc' and ctltctcncr thc strippc'rs harc irot.tt'0 tttinutc's t() lll()rc tltan trt(] hotlr\ of stcan] tinlc. d!'pcllding trtt $ ltt!-r capacit\ and \\ attase. Each urrit hil\ an L-a\\ -srip \crapcr. hoilc'r. l;.trgc' sc-c-throush st!'artt part. ll-lt. ho..'. and 6- I l-lt. ctrrd

- I'lt'u.st' ( ()lIl(t(t eorle .t.L-ottt

Look of Historic Siding

Certainteed Board & Batten vertical vinyl siding recreates the look of historic saw-textured cedar sidins.

Each board is 8" by 6-112" wide, in lengths of 10' and 12'6", in a choice

Tiny Cordless Drilt

PowerMaxx from Metabo Corp. is reportedly the smallest, lightest and most powerful cordless drill/driver on the market.

massage moog.

Hansgrohe's patented air-injection technology adds air bubbles to each drop of water, for a unique and invigorating shower experience. A selfcleaning system ensures that channels remain free of debris and limescale build-up.

- Please contact (770) 360-9880 or vi sit www.hans grohe - usa.com

of l2 colors. A straight, even face with a flat surface reportedly gives a true cedar board appearance.

The product is backed by a limited lifetime warranty with PermaColor lifetime fade protection.

- Vi s it www.c ertainte e d.c om

Luxury Showering

Downpair Air Rainmaker showerhead has a diameter of 24" and 350 spray channels, including a whirl-air

Heat-Packing Pellets

Heat generating pellets from Garon Products reportedly are 24 times more affective than rock salt at meltins ice and snow, and don't leave messy-salt slush to clean up.

Garon De-Icer is non-corrosive and easy to apply with a spreader on walkways and larger areas.

- Please contact (800) 631-5380 or v i s it www. gar onproduct s. c om

The tool is designed for easy operation, with the switch positioned for for both right- and left-handed operation. The forward-reverse lever can be changed with just one finger.

- Please contact (800) 638-2264 or visit www.metabousa.com

Colorful Birch Flooring

I'l'crt'frtt 0llcts lilLtt lla\\ !()l(rl\ 1(rl

itr r cllor lrir'. lr lrlrrtlrr otttl 1lorrl.

!()!nar. lr0Lt|lron. l()llca illlrl .lit\ tL lll

ltiltlitirrtr to it' t'irltl ,rr.i-littltl tt)lt)l:.

'l-llL' !()lllIlill\ lC|()ltatll\ 11'q'. 11t.1

tl)c t()l) l{)', ol \ala!l iirtrl lrcllel l.tt.ll.

Shock Resistant Driver

]n.Lrl:Lti.1 - \!ra'1Lr..Ltii.'t. lt,,ttt Klittt .1,,,,i' 1.1','..1.' i.,1:tL l)r(il!'!lL(\:l lr-lltilt.1 .ll',. L tlr jlll -ll,'l-!1./..1',,.11... uIl(r'l'It.l.l)l)1r\,)li\ ..'t t |. l Li.t.'. ' ,1.' | i. .r: -.: r()tlltil .llittlk. l.,t'r.l1r'1.' llir. .rll.l ,, l.' in.Lrllrt.,l r(rln\l \lt.utk. itllllLl.. i 1' \ .ti\llt(rlt _ltl) lrl(i\ttlur tla.Lltt lLrtr tt, i.LllrL lll! I r'.t.t Ll rLrllllrrl l l',. ', \rlrl .l l/r;

Quick Tie-Down System

I i-[]',,,k i. rLtr rr,liLt.Lr't.1.. .,'ll l,,.krIt Lt.'tlrr\\ll '\\1alll l(11 llllll litt k..

I lt. it,,,,k. .r1., t.'t,,,:l-Llir -.1'r l,r in,tlrll ,rn.l !irn \!'! 1.r.' .rtt\ 1'. ..' ,'1 r,'.1.1 ,lt,'. ).r'...... 1.. L pitlL'lttarl .l)l itt: l',lrtir'1, r...ri .'..i.'rtt illili ll it\ !'l \! \ Lllr .rll.l

rc:ultittg itr lrlrttlrioo,l llt,r,lt rr itll lr

tntttC tttt iIr,r'lll r ( )l( )1

Tltc ritrotl ltlrr lr.itttiltit ltlrlrltl('\\ l()

Ir'(l ,)lrk. ntilk;rr: rl ,rlr Il ,r. l - "l l

lirr rtnr tlcsiStt tlte rttc.

l)lt'tttL' ( ()t1l(t( | t \r't(tt \Lll) rt/t/t.i rrl t t rl/ | I1 Ir ./)l ('1 {'/ ( a/.r /r///

Team Of Silencers

Suppress "sound-engineered" panels keep out unwanted noise in residential and commercial structures, without creating unreasonably thick floors or ceilings.

1illj

The 4'x8' drywall, steel or wood panels attach directly to wall studs or floor joists and don't interfere with cellular reception or wireless network operation. No special tools or equipment are required, just score, snap and install.

- Please contact (800) 456-4061 or go online at www. suppressproducts.com

Flooring Adhesive

DriTac's 9200 FasTac wet-lay adhesive reportedly inhibits the growth of bacteria and mold in installations of multi-ply engineered plank and acrylic-impregnated plainback parquet.

The product is low in odor, V.O.C. compliant, and spreads and cleans up easily.

- Contact (800) 394-9310 or visit www.dritac.com

Easy Basement Windows

Silver Line's Series 400 windows reportedly make accurate placing of basement windows quick and easy. In addition to traditional poured concrete foundations, the system can be used with insulated concrete forms.

Each two-piece window features a wood-reinforced, vinyl poured-insert frame, and the option of a hopper or sliding window. The injection-molded units are air and water tight, and never need painting.

- Please contact (732) 937-5800 or Ro online at www.

Giant Windows

The Ultimate Double Hung Magnum window has been designed by Marvin Windows to provide easy to operate, high performing and his-

species for the inside, l9 vinyl-clad colors for the outside, divided lite choices. and several glazing choices.

- Please contact (800) 537-8266 or visit www.mart'in.cont

A Fistful of Clamps

Quick Fist and Super Quick Fist clamps from Davis Instruments help keep gear where it belongs.

The smaller clamp can secure tools, hooks, hoses and extension cords; the larger clamp can hold bigger items like fire extinquishers.

Made of heavy duty rubber. they

Double Slider Windows

Milgard's Vinyl Classic line now includes a premium-quality double slider window that allorvs easy opening from the left or right

A 3-318" frame depth resembles a wood-window profile, but is said not to swell, peel or require paint.

are UV-resistant and can withstand extreme heat or cold.

- Please contact (510) 732-9188 or v i s i t ww'u'.dav i sne t.c om

Big Wheels

Speed Meter electronic measuring wheels from C.H. Hanson come in 4" and 13" rvheel sizes. rvith brakes to hold the measurement until reset. Features include a large LCD display rvith selectable on/off backlight and adjustable telescoping handle.

- Please contact (800) 827-3398

---T_--

torically compliant double-hung wood windows in larger sizes.

Options include several wood

Removable sashes and a choice of full- or half-screen options allorv for easy maintenance. The frame and sash are fusion welded-not stapled or nailed-for added strength and weather resistance.

A lifetime guarantee covers labor and materials for as long as the home-

Iowner resides in the home.

- Please contact (313) 274-7400 or t' i s it rr'rr'$'.masco.com

Eorole-lreded lYood

TimberSavef PT

D.BLAZE

Rla lfirdont lnoted Wood

Pressure lreoted Wood ProducB

Cu$om Treoting - Heot Treoting Service

Roil Service (BNSF)

I 5500 Volencio Ave. - Fontono, C0 92335

Fox 909-3 50-9623 - [-moil fivl-fwp@pocbell.net

www.fonto no wholesolelumber.com

AF&PA Speaks Out On PBS

The American Forest & Paper Association participated in a tv documentary on disaster-resistant housing currently appearing on Public Broadcasting Service stations throughout the West.

The one-hour documentary. Disaster Resistent Homes. features onair interviews of AF&PA technical staff concerning safe and effective design fbr homes. The show airs as the U.S. Southeast begins its post-Katrina, post-Rita rebuilding process.

When expertise on disaster resistant home design and construction \vas needed for the program, PBS turned to AF&PA's American Wood Council. In the program, viervers are educated on proper design fbr homes and small businesses that may be threatened not only by hurricanes, but by earthquakes and wildfires as rvell. The PBS taping allowed AWC staff to share how wood can play an important role in helping designers, builders. and homeowners make their homes more disaster resistant.

The producers chose to include two segments with AWC staff, one in the first half on wood product performance in earthquakes and again in the

second half about the potential contribution to saf-ety of available innovative products. AF&PA's "Wood Frame Construction Manual for Oneand Two-Family Drvellings" rvas also mentioned as a good tool to be used fbr designing more disaster resistant homes.

In the documentary. AWC executive director Robert Glorvinski noted that "one of the benefits of using wood construction in an earthquake area is that rvood is very ductile. For example. rvhen ',vind blows a tree, the tree bends, it doesn't break...and wood has the characteristic that it is very flexible and very strong. So, in an earthquake that is shaking a building. wood is a flexible material that actually performs very, very well. And so, as long as you've used proper design for your building in that earthquake, you rvill do very, very well in a r.vood-frame building."

Additionally, the show highlighted The Wood Frame Construction Mcutrrrl, specifically developed by AF&PA for aiding design of buildings in high wind, snor.v or seismic areas.

The tlvo 30-minute segments can also be vier,vcd at www.itvisus.com/ programs/hornes/rvatch. asp.

Capital is the choice you can trust for all your specialty building material needs.

una#$ q{^thy

By Bill l,ee Lee Resources. Greenville. S.C.

TRECENTLY received a most interlesting phone call.

When I answered the phone, I immediately recognized the name of the company as one of the most visible organizations in their region of the country. The owner described how this seemingly invincible, 75-year-old firm had very little to show for all those years except their good name. In fact, over the past five years, their sales had deteriorated by over one third.

The owner cited two major factors that he believed to be the cause: one, a strong national player had opened in his market and, two, a near depression was looming over the community due to the closure of a large military base.

I asked the owner to allow me to interview and test each of his keY emolovees and to interview several

local contractors. The orvner also agreed to send me the company's financial statements from the past five years.

The results should be a rvarning to every business owner: management apathy rvill kill a business.

From the psychological tests rve administered. rve learned that the organization was not balanced. Inertia had set in. There was no spark, no innovation. No one rvas initiating change.

The employees were good folks rvith excellent product knorvledge and years of experience. The problem rvas that they rvere merely going through the same motions year after year. expecting different results.

The financial statements revealed that over the past five years operating expenses had steadily increased rvhile

gross margin had slorvly declined. producing a lot of red ink. Employee interviervs revealed that not one of them had a clue that the company rvas in trouble. Management kept Profitability a secret among the stockholders. Everyone rvas rvorking hard. but no one rvas doing any long-term thinking or planning or keeping score.

The core problem rvas that for years management had given raises averaging 4% to 5Vc regardless ofperformance. Gross margin didn't keep pace. so the bonom line slowly eroded. The salespeople had noticed that they'd lost a few accounts here and there. but they'd spent no time on a game plan to replace them. The operations managers realized that overtime rvas a problem. but limits were never set.

The buyer rvas achieving 5.6

[1 l.uxurious Precast Concrcte Decking

inventory turns and thought this was a pretty good job for a business doing nearly $20 million in sales. Contractor interviews revealed that our client did have a great reputation for quality and service, but most of the builders who weren't regular customers hadn't seen one of this company's contractor sales reps in years. To make a long story short, the sales force was in a rut, calling on the same customers year after year.

Could a similar scenario occur in your company? By putting basic management principles in place now, any company can avoid this kind of catastrophe. Just don't wait until you are in serious trouble to begin.

The most profitable companies I work with have strong leadership at the helm. All companies have managers in place, but only the most progressive have placed an emphasis on leadership. While leaders are also managers, they do more than merely tell their people what to do-what I call directing traffic. True leaders have developed the critical thinking skills necessary to determine why their organization is not performing to high standards.

For example, if your sales force has

not produced sufficient sales for your company to keep up with the growth in your market (that is, your company is losing market share to the competition), critical thinking skills are necessary to determine why this is the case.

It is often the case that owners and managers are so close to the business that they can't observe it objectively. They are so much a part of the "day to day" that they can't step back and see the business analytically. If this is the case with you as an owner or manager, it would be wise to either retain an industry consultant or invite a fellow owner or manager whom you respect to take a critical look at your business and make proactive recommendations.

Executive success is measured by a leader's ability to achieve an optimal level of profitability in good times and in times of slower business activity. Don't allow management apathy to rob you and your business of the success it deserves.

- Bill Lee is a consultant and trainer speciali:ing in the construction supply industry and cuthor ofthe new booft Gross Margin: 26 Factors Affecting Your Bottom Line, available .from (800) 808-0534 or www. bi I I le e onl ine.c ont.

Warm Springs

Forest Products Industries

P.O. Box 810, Warm SPrings, Or. 97761 Fax 541.553. 1063 Phone 541.553.f 148

Janet Corbett Irri Courtney

Paperloop Adopts RlSl Name

Paperloop. a leading information provider for the global forest products industry. is changing its name to "RISI" early this year. The rebranding is pan of a corporate strategy to better position the company to enter nerv market segments and streamline the current brand structure.

Bedford. Ma.-based Paperloop rvas formed in 2000 by merging Miller Freeman's pulp and paper publications with Resource Information Systems. Inc. (RISI). a longestablished source of independent economic analysis and the inspiration for the new company name. The mill cost benchmarking group from Jacobs Consultancy rvas added in 2A02 and the assets of lumber and panel pricing guide C.C. Crorv Publications in 20O5.

"As rve have expanded into industries like timber. rvood products. tissue and nonwovens. the name 'Paperloop' has become a limiting picture of rvho lve are." said Liza Turner. senior v.p. of sales & marketing. "By renaming the company 'RISI' rve are leveraging the heritage of one of Paperloop's strongest brands. as we meet our customers' needs to expand into nerv sectors and regions."

The new identity begins rolling out this month. culminating in a redesigned Web site later in the first quarter.

A Celebration of Decks

Evergrain Composite Decking has signed on as a sponsor of the first annuat National Outdoor Living Week. June 5-l 1.2006.

The week-long event celebrates the fun and beauty of outdoor living. Building a deck also makes financial sense, since experts estimate that homeowners who add a deck can exp€ct to recover more than 907c ofthe cost.

One highlight of the rveek rvill be announcement of the winner of an EveCrain deck worth up to $10.000 retail. Homeorvners rvill compete for the prize by explaining their compelling need for an outdoor makeover.

On June 10. a party rvill commemorate an EverGrain deck to be built at a public site. Homeorvners will be able to join in the celebration through party plans. e-vites. and outdoor entertaining/cooking tips found on www.nationaloutdoorlivingrveek.com

NAilONAL Outdoor Living Week promotion is annou_nced du$g.Q.e recent International Buildeis'Show in Orlando, Fl., by Stephen McNally and Mick Whelan of EverGrain Composite Decking, a division ol Tamko Roofing Products Inc.

Sniff Out Wood's Past

Imagine a future where wood products could be ensured to have come from certified forests simply by smelling them.

"One of the challenges the forest industry faces is being able to track products through the supply chain," said Glen Murphy, a forest engineer- ing professor at Oregon State University. "Ideally, we want to track from standing tree to a piece of wood on a desk."

Some day, he hopes, his aroma-tagging system will be able to track millions of logs, with a unique scent for each one. He said that the ideal system would be inexpensive and able to withstand harsh climates, difficult transportation conditions, and treatments such as sawing, varnishing and staining. Right now, the lumber industry uses metal staples or plastic tags that can harm plant machinery. Radio frequency tags are also used, but they are expensive.

Along with researchers from the New Zealand Forest Research Institute, Murphy has been exploring the subject since 2000. So far, his $8,000 device can track one individual scent, but doesn't work with combinations. In five years' time he hopes to be able to track 25 different aromas in various combinations.

To finance more studies, Murphy is seeking grant money from private timber companies, the U.S. Forest Service, and the Oregon Department of Forestry.

Wolseley Has New U.S. Home

Wolseley, a British company that owns Stock Building Supply and Ferguson Enterprises Inc., will invest $30 million in a 220,000-sq. ft. U.S. headquarters in Newport News, Va. The North America division, which

also includes Wolseley Canada, was created in 2005 to better manage the three rapidly growing companies. Over the next 10 to 15 years, the company may add three more office buildings to the new headquarters.

"It depends on how fast we grow," said Chip Hornsby, former head of Ferguson and Wolseley's next c.e.o. after Charlie Banks retires Aug. 1.

Frank Roach, formerly senior v.p. of the North America management team, will be responsible for the new division.

"I don't think it will bother us any. If you're going to do something and you can't do it any better than the next guy, you hadn't ought to be doing it."

- Dan Barmon, Barmon Lumber, Sultan, Wa., on prospects for a Home Depot or Lowe's movinp into town

DEALERS, DISTRIBUTORS and manulacturers ioined tens ol thousands ol builders at the National Association ol Home Builders' annual show Jan. 1 1-14 in Orlando, Fl. (1) John Schutte, Bob Zavorskas, Larry Hawkins, Patrice Dyckes, Eric Pelerson. (2) Pe!9r Lang, Ed Burke, Paul Mackie. (3) Connie'Kim, Miguel Gonzales. (4) Kent Gilbert, Clark Allen, John Greirn, Terry Hathaway. (5) Matt Mettry, JohnJay]01, Jo[ Sooker. (6) Randyhaatz, Steve Barth, Larry Fairbanks, Tor Driflot. (7) Brian Briti, Breni Gwatney, Steve Anderson, John Long. (8) Gene 80 Tsn Mnrculxr MaclzrxB FEenunnY 2006

Cormier, Rob Mitchell, Peter Con, Sleve Guertin. (9) Dave Coleman, Rindy Learn. (10) Harry Hoffman, Carol Lyn Groce, Tim Taylor. (!!) Davri & Wenriy Rubischko, Terry Tarvestad, Diane Lambrecht, Uli Walther, Duan6 Lambrecht. (12) Seamus O'Reilly, Craig Sichling. (13) Jefi Proznik, Nicole Polston. (14) Tim Dyer, Peter Alemian, Kelcey Wriqhtsmith, Rachelle Shendow, Jason Olding, Cindy Martin. (15) Keitt Sim-pson, Bill Roberts. (16) Huck DeVenzio, Ken Trainor. $ee nert page for more Photos)

AT THE fNTERNATIONAL Builders Show (continued from previous page): (1) Jamie Marlin, Jim Abbott. Bill Lancaster, Sheldon Watson, Mike Carver (2) !erry Hingle, Melissa Johnson. (3) Billy Turner. Clif Jones. (4) Kelly Stephens. Barry Taylor. Jack Rombough. (5) John Murray, Heather Crunchie, Terry Stone, Allen Ainsworth, Robert Fouquet. (6) Bo Snell, Melissa Morinelli, Jamie Urino, Joel Adamson. (7) Paul Quinn, Kim Pohl. (8) Josh Daniel, Bob Edwards, Larry Lang.

Feenunnv 2006 Tnn MpncruNr M,rcazrNn

19) Alan Oakes, John Makuvek. (10) Candy Gerace, Joe Mackay, John Rogalski, Melinda Howell, Terry Seerest, Natalle & Darryl Monroe. (11) Gregg Jaques, Roy Burleson. (12) Rick Oblack, Glenn Eberle, Ken Cowles, Bill Tucker. (13)1r/ark Robinson, Rich Sanders, Craig Young, Andres Villegas, David Register. (14) Kristin Russell, Gary Wright, Larry Burkholder. (15) BicI Frost, Cirrt Stevens. (te) lariy Bolts, Loren Digger. (17) Drew Knox.

ploce

GOLDEN STATE FENCE

WROUGHT IRON DEPT. WORKING

FOREMAN: You must have minimum 3 years experience working with wrought iron products. Excellent salary, benefits & bonus program. E.O.E. Fax or email your resume to Javier Valenzuela or Mel Kay. Fax 951-369-6837. Email : javier.valenzuela@ goldenstatefence. com.

Redwood EmpL-

SALESPEOPLE WANTED

Redwood Empire is looking for experienced salespeople in wholesale and industrial with backgrounds in commodities, redwood. cedar, plywood, steel, pressure treated, hardwood decking, flooring, and imported lumber (softwoods and hardwoods). Positions available in Eugene, Or., and Northern and Southern California. Please send resume to Sean Burch, Redwood Empire, P.O. Box 1300, Morgan Hill, Ca. 95038, email sburch@redwoodemp.com. www.redwoodemo.com

GOLDEN STATE FENCE

LUMBER DEPT. WORKING FOREMAN: You must have minimum 3 years experience working with lumber products. Excellent salary, benefits & bonus program. E.O.E. Fax or email your resume to Javier Valenzuela or Mel Kay. Fax 951-369-6837. Email: javier.valenzuela@ soldenstatefence.com.

Rates: 20 words for $25. additional words Sl each. Phone number counts as one word. address as six. Headline or centered copy.98 per line. Private bor or special border, $8 each. Column inch mte: S50camera-ready. $60 if we set the type. Send ad copl to Merchant Magazine, .1500 Campus Dr.. Ste. .180. Newport Beach. Ca. 92660. Fax 9.19-851-0231. dkoenig@building-products.com. or call (949) 851I 990. Make checks payableto Cutler Publishing. Deadline for copy: I 8th of theprevious month.

G.M. pon Los ANGELES, Cr., Lulrsrnveno

Growing independent Los Angeles. Ca.based, contractor-focused lumberyard seeking G.M. with strong sales/customer relationship skills to oversee future growth. Preferably 5+ years experience in lumber,/building materials industry. G.M., sales manager or assistant G.M. experience. Highly competitive compensation including meaningful equity ownership/incentive package. Experience in L.A. marketplace and in commercial, industrial. govemment sectors a plus. Please email resume to mogden@ buildingmp.com, Fax to 310-533-9684, or call Matt Ogden at (310) 533-0963. Confidentiality of all contacts will be maintained.

WANTED: Experienced Lumber Trader rvith customer following to locate in the San Francisco area. Great commission schedule and benefits offered. If interested, fax resume to 650-560-9027.

INDUSTRIAI./DEALER WOOD PRODUCTS SALES

Universal Forest Products is seeking an experienced industrial and/or dealer salesperson for the company's Thornton. Ca.. facility. We need a highly motivated self-staner willing to land new business in a fast-paced. competitive environment. Salary and benefits commensurate with knowledge. experience and ability. Please email your resume to Max Jones at mjones@ufpi.com. All replies will be kept strictly confidential. Universal is an Equal Opportunity Employer.

:GLASSTFIED ADVERTTSING ORDER BLAI{K:

$25.00 for first 20 words (20 word minimum)..............$25.00

1.00 each additional word

8.00 per headline, border or private "blind" box

TILL FORBIDDEN Phone ( ) Name Address City State _ Zip COPY

TIMESLrrr r---rl 82 THB MrncnaNr MAGAZINE Feenunnv 2006

Distribution is seeking an experienced commodity lumber or panel product manager for our Riverside. Ca.. location. This penon is responsible for managing commodity lumber or panel products for inventory. and soliciting direct carload and truckload sales lo customers in a team environment. Maintain direct control over purchasing. pricing. and inventory levels of product line to maximize sales and profit. Compensation package includes competitive salary. incentive plan. and a comprehensive benefits Program. All candidates rvill be required to pass a pre-employment drug screening (hair test) and a background check. Please email your resume to TerrlFischer@boisebuilding.com or Fax to 208-333-1653. Boise is an Equal Opportunill Employer. MlFlDN

BOISE BUILDING Materials

uones

Bill Gray, 50, chairman of the board at Tumac Lumber, Portland, Or., died Jan. 7 after a long battle with cancer.

Mr. Gray grew up in the Portland area and attended Willamette University. He went to work for Tumac in 1977 and worked there his entire career.

He was active in the Western Hardwood Association for many years and served as treasurer on its board ofdirectors from 2000 to 2005.

Robert "Bobtt McCracken, 71, chairman of the board and retired president of Patrick Lumber Co., portland, Or.. died Jan. l8 due to complications from recent surgery.

Mr. McCracken joined Patrick Lumber in 1957 as a lumber trader. After acquiring a significant share of the business in 1974, he became president.

He retired in 2001, but remained as chairman of the board.

Richard E. Hawthorne,76, owner and operator of Northridge Lumber Co., Northridge, Ca., died Dec. 31.

He joined Northridge Lumber in 1952, became coowner in 1956, and sole owner in 1980.

Until eight months ago, he worked every day. He is succeeded in the business by his sons, Patrick and Timothy.

Fred Zito, 84, a 60-year Pacific Northwest lumber industry veteran, died Dec. 15.

He retired at age 81 after working 25 years as a trader at Western International, Portland, Or. Previously, he had spent22 years with Willamette Industries, Portland.

Fred B. Powers Jr.,72, former chairman and president of Powers Fasteners Inc., New Rochelle, N.y., died Dec. 20 in Larchmont, N.Y.

In 1958, Mr. Powers joined a small fastener company

founded by his father, Rawlplug Co. Under his direction, the company added manufacturing facilities in Michigan, Indiana and Illinois; acquired a Canadian company, and started 28 regional sales locations throughout the U.S. The company's name was changed in 1995 to reflect its international expansion in Australia, Europe, New Zealand and Southeast Asia.

Mr. Powers retired 1n 1997, turning the company over to his four sons. In 1998, he was inducted into the "Fastener Hall of Fame" by the Industrial Fastener Association.

State Court Denies Pnlco Challenge

The California State Supreme Court has ruled that siate water officials have the power to order measures that will protect the quality of rivers and streams near logging sites-even if a logging plan has already been approved by another state agency.

The ruling came in a case brought by Pacific Lumber Co., Scotia, Ca., against the board, challenging its order that the company monitor water quality on 700 acres on the Elk River in Humboldt County. Perco claimed it did not have to comply because the state forestry department had approved the harvesting plan in 2001 and had not requested monitoring.

Edgar Washburn, PnLCo's lawyer, said that the "ruling will result in more regulation, more expensive regulation, and more duplicative regulation."

Nicholas Stern, the water board's attornev. said that the ruling would strength and solidify the authority of other state agencies to protect natural resources from the effects of logging.

Soururm Cmronrn

Chozen Trucking Co

Conrad Wood Preservin9........,...................

Cramer Lumber Co., W.M...........................

Fremont Forest Group (Long Beach)..........

Fremonl Foresl Group (Whittier) Gemini Forest Products...................

Inc.,....,..........,..(800) 649'8859

SimDson Stronq-Tie Co. .....(800) 999-5099 (71 4) 871 -8373

Taida Buildinq Pr0ducts ...,................,...........(800) 348-1400

Uni-versal Forist Products.............................(909) 826-3000

Weyerhaeuser Building Materia|s..................(877) 235-6873

SAN DIEGO AREA

Anfinson Lumb€r Sa|es.................................(619) 46G501 7

Austin Hardwoods & Hardware.............. ..(858) 536-1800

Burns Lumber Co.... ......(619) 4244185

Dixieline Lumber Co. ...........(800) 823-253lil (951 ) 78&91Z/

Weyerhaeuser BuildirE Materia|s..................(8//) 235-6873

ARCATA / EUREKA / FORTUNA

8M0......

Britt Lumb€r C0..........

Simpson Timber Co....

BAKERSFIELD

Pacific Wood Preserving ol Bakersfield ........(661) 8$44n

CLOVERDALE

AlLcoast Forest Produc1s.............................(707) 8944281

Redwood Empire..... '.'(707)8944241

FORT ERAGG

Harwood ( Branscomb)........ (707) 984-6 1 I 1 (800) 44 1'41 40

Holmes Lumber Co., Fred C. ........................(800) 849-0523

FRESNO

DMK-Paci1ic............. i.55912254727

OrePac Buildinq Producls.............................(559) 291 -9075

Sierra Forest Pioducls flena

sggruErr

guide

FERNDALE

Pncurc llonrnwrsr

WASHINGTON

SEATTLE / TACOMA AREA

APA-Eng neered Wood Association.

Borse Distribution (Woodinvil e)..........

Buse Timber & Sales..........................

Capital Lumber Co.

Goiding Su livan Lumber Sales.......

Kelleher Corp.

Lumber Products..

Manke Lumber C0...

l\,4cFarland Cascade...

OrePac Building Products.... Screw Products Inc.. Simpson Timber Co Welco USA.......... Western Wood Preserving Co

Weyerhaeuser Bu lding l\.4aterlais...

Weyerhaeuser Structurwood..........

RocrY Mounrrurs COLORADO

Boise D slriburion....

Cap.tar Lurrber Co.

try'eWerks Inc.....................(888) 955-3973

Industrial Resources

Oreoac Bu loing Products...............

Protecto Wrap C0...

621 -0991

289-3271

286-3700

333-0387

Western lnternational Forest Products..........(800) 776-5556

Weyer"aeuser Bu ld ng l\,iarerials.. .....(8iZ) 235-6873

GRAND JUNCTION

Boise D strrbution...

BOISE

Boise

IDAHO

Borse D srrrb-rron iBo se1. 8o se Drst' b"l o''1 r ldaro Fa|sJ

Caprtat Lunoe'Co.

Frller K ng

ldaho Wood Prese'vrng..

LLmbe, ProoLcls.....

OrePac B"rldng P'od"crs

Parma Post

EUGENE / SPRINGFIELD

Burns Lumber Co.

Cascade Structural Laminators

Coos Head Forest Products.........

Gemini Forest Products........

Lumber Products.....

N4cFarland

McMINNVILLE / CORVALLIS / SALEM

BILLINGS

Bo se Distr but on Lumber Products Weyerhaeuser Building Materiais..

Want to Subscribe? Check the appropriate boxes to begin receiving your monthly issues. tr 1 Year ($18) tr 2 Years ($30) tr 3 Years ($40)

tr Bill Me - My Check Is Enclosed

News or Comments? we welcome comments on articles, the magazine, or news of your company such as new hires, expansions or acquisitions (a free service). Email dkoenig@building-products.com. or Fax this form:

GRK Fasteners Iwww.grkfasteners.com]...........................-..--.U

Hampton Lumber Sales [www.hamptonlumber.com]......-.....42 Hoover Treated Wood Iwww.frt*'.com1...................----..-.........77

HulT Lumber Co..... .....................38

Inland Timber Co..............

Keller Lumber Co.................... ........56

Kelleher Corp. [www.kelleher.com] ..........-.-.....29

Krauter Storage Systems Iwww.krauter'storage.com]..........-31

Kubinec Strapping Solutions [www.kubinecstrapping.com] .E4

Louisiana-Pacific Corp. Iwww.weatherbest.com] ..---...........17

Lumber Products Iwww.lumberproducts.coml.......................75

M&M Builders Supply....... ..........56

Manke Lumber Iwww.mankelumb€r.com]......................-.......70

Matthews lnternational Iwww.woodmarking.com] .......-...'....28

Mazr Nails [www.mazenails.com].......... ..-.-.-...-51

McKenzie Forest Products Iwww.mckenziefp.com].....-........-.71

Norman Lumber Co. Iwww.normanlbr.coml.................-.--.....77

Pacific Wood Preserving Cm. [www.pacificwood.com]-.....-...73

Penofi n-Performance Coatings Inc. [www.penofin.com]........74

Primesource Iwww.primesourcebp.com].....................Cover III

Product Sales Co...............

Railing Dynamics Inc. Iwww.rdirail.com1..........................--....43

Redwood Empire Iwruw.redwoodemp.com]..................Cover Il

Reel Lumber [www.reellumber.com]

Reliable Wholesale Lumber Iwww.rwli.net]............................48

Rosboro [www.rosboro.com] ---.-.--...4r 9

Roseburg Forest Products [www.rfpco.com]...........................59

Royal Pacific Industries..... ..........30

Sierra Cedar Products [www.sierracedarproductsllc.coml ...53

SierraPine Iwww.sierrapine.com] 6l

Simpson Timber Iwww.simpsoncalifornia.com]......................25

Siskiyou Lumber Products

Stepstone Inc. [www.dekstone.coml....

Sunbelt [www.sunbeltracks.com].'.. ...................37

Swan Secure Products Iwww.swansecure.com].................55' 83

Swanson Group Iwww.swansongrouPinc.coml..........------.-......27

Taiga Building Products Inc. .............72

Tamko Rooting Products [www.elementsdecking.coml ..........3

Thunderbolt Wood Treating [www.thunderizrd.netl..-.........J3

Trus Joist Iwww.trusjoist.com] .7

U.S. Borax Iwww.borax.com] .............- 2l

Van Arsdale-Harris Lumber Co.

Warm Springs Forest Products Iwww.wsfpi.com] ..................7t

Western Red Cedar Lumber Association [www.wrcla.orgl....-5

Western Wood Preserving Co. Iwww.westernwoodpreserving.coml.........--.---.-.............50

Selling laslenets isn't arurularitu Gontest. But il hel[s.

Grip-Rite@ is the number one selling brand of fasteners among professional builders. Why? Because Grip-Rite offers high-quality and reliable pedormance at a reasonable price. Plus, Grip-Fite has the broadest fastener assoftment available under one brand, in a variety of packaging options to fit any project size. And even more good news: Grip-Rite collated fasteners fit every major brand of pneumatic tool on the market. For one-stop shopping, start with the winner: Grip-Rite.

Call 800-676-7777 for the Grip-Rite dealer nearest youor to flnd out how you can become a stocking dealer. Grip-Rite Fasteners - built better so you can build better.

www.grip-rite.com

Building a solid reputation doesn't come easy. lt takes time and a promise to meeting needs and keeping our word. Our customers and suppliers know they can count on us. We've built a solid reputation for over 75 years delivering construction-grade building products and services at competitive prices.

We offer:

. Handling, storage and job site delivery for building products and panels

. LTL service and route truck service

. Creen and kiln-dried Douglas Fir; 2 x 4-Economy, Utility, Std/Btr, t2, #1, Selects, 4 through 24 foot;2 x 6 through2 x 14-Economy, t3, #2lBtr, Selects, B through 28foot; timbers, studs and MSR lumber